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Sinopsis
A practical guide to the negotiating process covers different bargaining styles, avoiding psychological pitfalls, and closing a deal, providing exercises and anecdotes on how to build a personal style.
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Acerca del autor
<b>Charles Craver,</b> the Leroy S. Merrifield Research Professor at The George Washington University School of Law, is a member of the Association for Conflict Resolution, the American Arbitration Association, and the National Academy of Arbitrators. Mr. Craver has written for numerous law journals across the country and has appeared on <i>Good Morning America,</i> PBS's <i>Business Report,</i> and NPR's <i>All Things Considered.</i> He lives in Washington, D.C.
De la solapa interior
Nearly every professional interaction you have during your career will involve a negotiation of some sort. Whether you're closing a million-dollar deal with a client, bargaining over your own terms of employment, or delegating duties among your coworkers, the key to successful negotiation is possessing intelligence. But intelligence doesn't mean just having smarts. It means knowing your opponents inside and out: how they respond under stress, what tricks they try to pull to catch you off guard, and how to negotiate a fair deal that makes both sides happy. It means knowing what they will ask for before they ask, what they are willing to give before they give, and where they will draw the line before they walk away from the table.<br><i>The Intelligent Negotiator</i> is your complete and practical guide to understanding and mastering effective negotiating skills. Author and negotiation expert Charles Craver goes beyond the basic principles of negotiation and gets down to the nitty-gritty steps of the process, including what kinds of clothes to wear to help you succeed, where to sit in a room during an important negotiation, what questions to ask, how to listen and watch effectively, how to present your offers, and, most importantly, when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro. You'll discover how to:<br>·Identify the different types of negotiating techniques, when to use each one, and how to counter them <br>·Close a deal properly to avoid last-minute demands <br>·Walk away from a deal without losing your cool <br>·Prepare for the unexpected, master the mental game, and avoid psychological entrapment <br>·Understand the different stages of the negotiation process and what to do in each <br>·And much, much more<br>Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way―with intelligence.
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
Publicado por
Prima Lifestyles, 2002
ISBN 10: 0761537252
ISBN 13: 9780761537250
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
Publicado por
Prima Lifestyles, 2002
ISBN 10: 0761537252
ISBN 13: 9780761537250
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Librería: ThriftBooks-Dallas, Dallas, TX, Estados Unidos de America
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Hardcover. Condición: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less 1. Nº de ref. del artículo: G0761537252I3N00
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
Publicado por
Prima Lifestyles, 2002
ISBN 10: 0761537252
ISBN 13: 9780761537250
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Librería: ThriftBooks-Atlanta, AUSTELL, GA, Estados Unidos de America
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
Publicado por
Prima Lifestyles, 2002
ISBN 10: 0761537252
ISBN 13: 9780761537250
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Librería: ThriftBooks-Dallas, Dallas, TX, Estados Unidos de America
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The Intelligent Negotiator
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The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time
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ISBN 13: 9780761537250
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The Intelligent Negotiator: What To Say, What To Do, How To Get What You Want--every Time
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