Game, set, match : winning the negotiations game /

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Bibliographic Details
Main Author: Kramer, Henry S., 1941-
Format: Book
Language:English
Published: New York : Alm Pub., 2001
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Table of Contents:
  • Chapter 1 Understanding the Negotiations Game
  • Chapter 2 Planning a Strategy
  • Chapter 3 Legal, Negotiations Management Issues, and Ethics
  • Chapter 4 Getting Good Data
  • Chapter 5 Costing Your Plan and the Other Side's Proposals
  • Chapter 6 Winning Approval for Your Strategy, Internal Negotiations
  • Chapter 7 Committing Necessary Resources
  • Chapter 8 Establishing a Perceived "Win-Win" Outcome
  • Chapter 9 Team Bargaining
  • Chapter 10 Negotiation Preliminaries--The First Battles
  • Chapter 11 The Opening Game
  • Chapter 12 The Mid-Negotiation Process
  • Chapter 13 The End Game and Clock Management
  • Chapter 14 Following Up on Your Results