000			03131nam a2200349 a 4500
001			scn00100206
006			m|||||||||||||||||
007			cr||n||||||||n
008			150921s2002||||nyu|||||s|||||||||||eng||
010			_a2002510040
020			_a9780071387576(print ISBN)
020			_a0071387579(print ISBN)
020			_a9780071415453(eISBN)
020			_a0071415459(eISBN)
049			_aAlfaisal Main Library
050		4	_aHD58.6 _b.C63 2002
082	0	4	_a658.4/052 _223
100	1		_aCohen, Steven P., _eauthor.
245	1	0	_aNegotiating skills for managers _h[electronic resource] / _cSteven P. Cohen.
260			_aNew York, N.Y. : _bMcGraw-Hill Education LLC., _cc2002.
300			_axv, 200 p. : _bill., figs., tables.
440		0	_aBriefcase book
504			_aIncludes bibliographical references and indexes.
505	0		_aCompetitive Versus Collaborative Decision Making -- What Negotiation Is Not -- Types of Negotiation -- Investigating Your Interests -- What Differences Does It Make to Distinguish Between Interests and Positions? -- How Do You Deal with Positional Bargainers? -- Is Money Really the Interest? -- Primary (Fundamental) and Secondary (Derivative) Interests -- Looking Beyond Our Personal Interests -- The Three C's of Interests -- When Interests Conflict -- BATNA--Choosing Whether to Walk Away -- Making Choices -- Balance of Power -- Understanding Our BATNA Offers Choices -- What Is Our Walking-in BATNA? -- Does BATNA Ever Change? -- BATNA Is Not the Bottom Line -- Elements of BATNAs -- Strengthening and Weakening BATNAs -- Are We Ready? Inoculation Protects the Parties -- Substantive Inoculation: Knowing the Subject -- In Negotiation, the Past Has No Future -- Selling the Product to the Salesperson -- Goals of Inoculation -- Inoculation as a Tool for Improving Your BATNA -- What Information Do We Need About Ourselves? -- What Information Do We Need About Other Parties? -- Preparing for Negotiation on Your Own -- Active Listening -- Inoculation Includes Process as Well as Substance -- Internal and External Inoculation -- The Bottom Line -- When Inoculation Is Impossible -- Preparation Part One: Stakeholders, Constituents, and Interests -- Shooting from the Hip -- Unplanned Negotiations -- Surprises -- What Does Preparation Mean? -- Looking Inside Yourself -- Understanding the Subject Matter -- Internal Negotiation.
520	3		_aExplains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching personal and organizational objectives in negotiation.
530			_aAlso issued in online version.
588			_aDescription based on cover image and table of contents, viewed on Sep. 21, 2015.
650		0	_aNegotiation in business.
655		7	_aElectronic books. _2local
710	2		_aMcGraw-Hill eBooks.
856	4	0	_uhttp://ezproxy.alfaisal.edu/login?url=http://accessengineeringlibrary.com/browse/negotiating-skills-for-managers
942			_2lcc _cEBOOKS
999			_c592272 _d592272