000			01602cam a2200277 a 4500
008			160218s2016 enka 000 0 eng
010			_a 2016000804
020			_a9781292112800
040			_aDLC _beng _cDLC _dDLC
042			_apcc
050	0	0	_aHD58.6 _b.H675 2016
082	0	0	_a658.4/052 _223
100	1		_aHorton, Simon
245	1	4	_aThe leader's guide to negotiation : _bhow to use soft skills to get hard results _cSimon Horton
260			_aHarlow, England : _aLondon : _bPearson Education, _cc2016.
300			_axi, 283 p. : _bill. ; _c22 cm.
650		0	_aNegotiation in business
650		0	_aNegotiation
650		0	_aLeadership
035			_a(IMchF)fol16849646
505	0		_aINTRODUCTION CHAPTER 1: NEGOTIATION FUNDAMENTALS CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES CHAPTER 3: PREPARE! 3.1 YOUR WIN 3.2 THEIR WIN 3.3 MULTI-PARTY NEGOTIATIONS 3.4 PREPARING YOURSELF CHAPTER 4: DEVELOP YOUR PLAN CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT 5.1 RAPPORT 5.2 CREDIBILITY 5.3 RAPPORT VS CREDIBILITY 5.4 INCREASING YOUR POWER CHAPTER 6: MOVE THEM TO WIN-WIN 6.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC 6.2 CHANNEL THEIR SELF-INTEREST 6.3 DEALING WITH DIFFICULT PEOPLE CHAPTER 7: SOLVE THE PROBLEM 7.1 PROBLEM-SOLVING 7.2 COMMUNICATION 7.3 DEADLOCK 7.4 CONCESSIONS 7.5 DEALING WITH DIRTY TRICKS CHAPTER 8: TRUST BUT VERIFY 8.1 SEEK TO TRUST 8.2 HOW TO TELL IF YOU CAN TRUST THEM 8.3 INCREASE THEIR TRUSTWORTHINESS 8.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL AFTERWORD Further reading
005			20170126101258.0
001			65370
003			UOWD
942			_cREGULAR
999			_c30373 _d30373