TY  - BOOK
AU  - Jensen,Keld
TI  - Negotiation essentials: the tools you need to find common ground and walk away a winner 
SN  - 9781265495435
AV  - HD58.6 .J396 2024
U1  - 658.4052 J.K.N 23
PY  - 2024///
CY  - New York
PB  - McGraw Hill
KW  - Negotiation in business
KW  - Trust
N1  - Includes bibliographical references and index; Introduction: What Is a Negotiation? -- Part I. The essentials. What makes a great negotiator? ; The importance of trust in negotiation ; How to tell if you're losing a negotiation -- and win it back ; Mastering virtual negotiations ; Conducting negotiations abroad -- Part II. The essentials applied. Negotiation competence self-assessment ; The phases of negotiation: prenegotiation ; The phases of negotiation: negotiation ; The phases of negotiation: postnegotiation ; The five styles of negotiation -- Part III. Beyond the essentials. The principles of NegoEconomics ; How to negotiate effectively using NegoEconomics ; NegoEconomics in action ; The ongoing journey of negotiation -- Negotiation essentials toolkit
N2  - "Must-know concepts and smart strategies for every step of a negotiation from the new Essential Series for business professionals"--
ER  -