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by Michael Schatzki
Negotiating with Winning Words
Cover
Half-title Page
Title Page
Copyright
Contents
Part I Core Concepts: What Is Really Going on Behind the Scenes
Chapter 1 The Settlement Range
Chapter 2 The Negotiation Cycle
Part II Building the Foundation for the Negotiation
Chapter 3 Gathering Information
Chapter 4 Probing
Chapter 5 Information to Not Blab and Timing
Part III Negotiation Strategies
Chapter 6 Expectations and Perceptions
Chapter 7 Setting Up a Negotiation
Chapter 8 Asymmetrical Trades
Chapter 9 Win-Win Outcomes: Myths and Realities
Part IV Negotiation Tactics
Chapter 10 Introduction
Chapter 11 Verbal and Emotional Tactics
Chapter 12 Managing Time and the Perceptions of Time
Chapter 13 Misdirection
Chapter 14 Structural
Part V Going for the Close
Chapter 15 The Art of the Concession
Part VI Putting It All Together
Chapter 16 What to Say in a Typical Negotiation
Conclusion
About the Author
Index
Backcover
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