The truth about win-win negotiating
This Element is an excerpt from The Truth About Negotiations (9780136007364) by Leigh Thompson. Available in print and digital formats. What “win-win” negotiation really means—and how to put it to work for you Seasoned negotiators will tell you the only good negotiation is one that ends in a win-win...
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
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Upper Saddle River, N.J. :
FTPress Delivers
c2011.
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| Edición: | 1st edition |
| Colección: | FTPress Delivers elements.
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| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629039706719 |
Tabla de Contenidos:
- Cover
- The Truth About Win-Win Negotiating
- Getting to Win-Win
- Satisficing
- Lack of Feedback
- The Fixed-Pie Perception
- Fixed-sum and Variable-sum Negotiations
- ZOPA (Zone of Possible Agreement).
