Negotiation Guide

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45,00 Lei 36,00 Lei

ISBN: 978-973-749-995-0

Publisher year: 2011

Edition: I

Pages:

Publisher: Universitară

Author: Claudiu Ignat, Zeno Şuştac

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"In today's changing world, There is perhaps no more important skill learning how to Negotiate Than our differences to reach mutually satisfaying agrements. I wish the people of Romania much success in getting to Yes for Dignity, Prosperity and Peace! "



William Ury,
Harvard Negotiation Project Co-Founder


Content

1. Brief introduction / 7
2. Negotiation Process / 16
3. Types of negotiation processes / 44
4. The phases of negotiation / 52
5. Factors influencing the negotiation / 63
6. Styles of negotiation / 73
7. Transactional Analysis in negotiation / 83
8. Negotiation techniques / 89
9. Negotiation tactics / 101
10. Proxemica or perception and use of space / 108
11. Conflict response styles / 114
12. Scale conflict - Sig Scale / 123
13. Communication in negotiation / 135
14. Barriers in communication / 148
15. Mediation. Assisted Negotiation / 152
16. Mediation techniques, applicable in the negotiation / 171
17. Manipulation and persuasion in negotiations / 186
18. Practical advice in negotiating / 192
19. Quotes about Negotiation / 212

Selective Bibliography / 214

  • Anticariat online
  • SC Atlas Group Distribution SRL– Bucuresti

  • SC Astro Impex SRL- Bucuresti

  • SC Nicol Cart SRL – Bucuresti

  • SC Larry Cart SRL – Bucuresti

  • SC Rolcris Impex SRL – Bucuresti

  • SC Stand Agentie Difuzare Carte – Bucuresti

  • SC Vox 2000 Com SRL – Bucuresti

  • SC Maricom 94 SRL – Bucuresti

  • SC Mario Fair Play Impex SRL – Bucuresti

Zeno Şuştac
Claudiu Ignat

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