Catalogue


Making a deal: the art of negotiation /
by Martin Teplitsky, Q.C.
edition
Second edition.
description
x, 161 pages ; 20 cm
ISBN
9780920450512
format(s)
Book
Holdings
More Details
isbn
9780920450512
contents note
The key to negotiation -- You and your principal -- preparing for bargaining -- Needs, not demands -- Agreeing on ground rules -- Organizing the bargaining -- Moving the negotiations along -- Developing confidence and trust -- Communicating effectively -- Telling the truth -- Using legerage -- Tactics to watch out for -- Appealing to conscience -- Closing the deal -- Mediation -- Dispute resolution in the public sector.
catalogue key
10292622

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