http://worldcat.org/entity/work/id/793872280

Game, set, match winning the negotiations game

Many books on negotiating explain how to negotiate face-to-face, across a table - yet this is only one aspect of the negotiation process. Game, Set, Match: Winning the Negotiations Game is an insightful, pragmatic guide to the entire negotiation process, from beginning to end. It guides you chronologically from the all-important initial planning stages through opening negotiations, middle- and end-game, and follow up. Along the way, it includes helpful discussion of legal and ethical questions, data collection, costs, resources, achieving a ""win-win"" outcome and team bargaining. Filled with.

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