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Breakthrough Business Negotiation: A Toolbox for Managers

ISBN: 978-0-7879-6012-4
Hardcover
320 pages
May 2002, Jossey-Bass
List Price: US $64.95
Government Price: US $41.56
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Other Available Formats: Paperback

PREFACE.

INTRODUCTION.

PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.

CHAPTER 1. DIAGNOSING THE SITUATION.

CHAPTER 2. SHAPING THE STRUCTURE.

CHAPTER 3. MANAGING THE PROCESS.

CHAPTER 4. ASSESSING THE RESULTS.

PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.

CHAPTER 5. OVERCOMING POWER IMBALANCES .

CHAPTER 6. BUILDING COALITIONS.

CHAPTER 7. MANAGING CONFLICT.

CHAPTER 8. LEADING NEGOTIATIONS.

CHAPTER 9. NEGOTIATING CRISES.

CONCLUSION.

SUGGESTED READINGS.

ENDNOTES.

CONCEPTUAL GLOSSARY.

INDEX.
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