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Textbook
Becoming a Skilled Negotiator: Concepts and PracticesISBN: 978-0-471-42969-2
Paperback
208 pages
September 2004, ©2005
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Becoming a Skilled Negotiator provides a foundation for
your students including coverage of:
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Identifying negotiation style using the text?s LSI inventory.
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Choosing the best language to drive negotiation strategy.
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Using communication technology (e-mails, phone, conference calls) tactically.
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Recognizing deception and managing it.
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Mastering the fine art of persuasion and positioning.
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Effectively negotiating one-on-one and in teams.
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Dealing constructively with their own and others? heated emotions.
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Recognizing the subtleties of cross-cultural negotiation.
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