The negotiation handbook

by Cordell, Andrea

Type Book

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Title Statements

Full title :The negotiation handbook / Andrea Cordell.

Edition Statements

Publication Date:©2019
Edition:Second edition

Publication Statements

Publisher(s):Routledge
Place of Publication:Abingdon, Oxon
Language:eng
Publication Date:©2019

The Physical Object

Description:xv, 144 pages ; : 24 cm

Edition Identifiers

ISBN:9780815375555, 0815375557, 9780815375548, 0815375549
oclc:on1083978163
LC Classification:BF637.N4
Dewey Decimal:658.4/052

Negotiation strategy -- Negotiation team -- Negotiation agenda -- Negotiation SWOT analysis -- Building rapport -- Body language -- Neuro-linguistic programming (NLP) -- Eye accessing -- Questioning techniques -- BATNA -- ZOPA -- Negotiation goals and targets -- Tradeables and straw issues -- First offer -- Negotiation power -- Personalities -- Persuasion methods -- Negotiation tactics -- Emotional intelligence -- Influencing -- Thomas-Kilmann conflict mode instrument -- Subliminal linguistics -- Summarising and ratification -- Game theory -- Negotiation evaluation -- Kolb's experiential learning cycle -- Cultural dimensions -- Handover and contract management.