Ditemukan 28 dokumen yang sesuai dengan query
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The best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators. This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating ...
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New York: American Management Association, 2007
Lee
eBooks Universitas Indonesia Library
Luecke, Richard
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Best Practice Workplace Negotiations offers a systematic approach to developing negotiating skills. It serves as an introduction to current best practices in negotiation that can be applied across a broad range of business situations. This up-to-the-minute course covers win-win vs. win-lose negotiations; the BATNA concept (best alternative to a negotiated agreement?what every negotiator should have in his mind before entering into any negotiation); walk-away price, or reserve point; negotiation as a logical set of process ...
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New York: [American Management Association;, ], 2010
e20436737
eBooks Universitas Indonesia Library
Volkema, Roger
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Leverage -- the real or imagined advantage one holds -- is the most important tool in a negotiation. Anyone who wants to consistently win at the negotiating table needs to master the art of gaining and maintaining leverage ...
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New York: American Management Association;, 2006
e20441507
eBooks Universitas Indonesia Library
Acuff, Frank L.
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The ups and downs of negotiating can be challenging enough at home. But when people put themselves in another country-where the customs and conventions are often radically different-they've got a recipe for awkwardness and confusion at best, disappointment and disaster at worst. This new, updated edition of this long-trusted guide provides readers with the savvy they need to negotiate with finesse and ease, no matter where they are. The book provides expert advice on business ...
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New York: American Management Association, 2008
e20443870
eBooks Universitas Indonesia Library
Karsaklian, Eliane
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This new and innovative book introduces a new approach to negotiation, where 'Sustainable Negotiation' replaces the old notion of winning. Instead of 'doing a deal' and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no term limits, which better reflects the real world today. Just as we strive to create a sustainable approach to the natural world, we need to do the same with people if we want to ...
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United Kingdom: Emerald, 2017
e20469531
eBooks Universitas Indonesia Library
Leritz, Len
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Finally?a negotiation framework that encourages a positive outcome for both parties. This book takes the "win/win" concept a step further to make negotiating a more gratifying experience?even if you don?t get exactly what you want. Interpersonal Negotiations: Breaking Down the Barriers builds on mutual understanding and respect for each other's needs and provides a proven framework for fulfilling them. You?ll discover the secrets that can help turn an adversary into an advocate. You will learn ...
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New York: [American Management Association;, ], 1994
e20440467
eBooks Universitas Indonesia Library
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Research in organizational change and development (ROCD) brings forth the latest scholarly work and practice in the fields of organization development and organizational change. The objectives are to highlight the latest advances in thought, ideally supported by research and practice. The series is a resource for scholars who are interested in well-integrated reviews of the literature, advances in research methods, and ideas about practice that open new ways of working with organizations to create more ...
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United Kingdom: Emerald, 2016
e20469363
eBooks Universitas Indonesia Library
Mayberry, Grant E.
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How to achieve positive outcomes using planning and conversational techniques. Very few of us are born negotiators. However, Successful Negotiating can teach you the art of win/win negotiation. You?ll get a firm grasp of the negotiating tricks and techniques the pros use. Learn everything from prenegotiation planning to the use of seemingly unimportant details like seating arrangements and meeting site selection to influence the results of negotiations. You will learn how to: ? Sway an ...
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Watertown, MA: American Management Association, 1993
e20440667
eBooks Universitas Indonesia Library
