In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently. Inhaltsverzeichnis 1. What is negotiation? 2. Distributive bargaining 3. Integrative bargaining, part 1: Preparation 4. Integrative bargaining, part 2: Debate 5. Integrative bargaining, part 3: How to propose 6. Integrative bargaining, part 4: How to bargain 7. The styles of negotiation 8. Rational bargaining 9. Ploys and tactics 10. Culture and negotiation
