by Grande Lum · McGraw-Hill Education · tapa blanda · ISBN 9780071441148
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«The Negotiation Fieldbook» is the business negotiation manual by Grande Lum, published by McGraw-Hill Education in hardback (204 pages, in English).
Business negotiation guide that explains how to increase the value of what is negotiated, move from collaboration to agreement and sequence each move; it also details the essential elements on which the negotiator should focus and techniques for rescuing stalled negotiations.
Subtitled «Simple Strategies to Help You Negotiate Everything», it is the first edition (2004) and includes a foreword by Roger Fisher, co-author of «Getting to Yes».
Aimed at professionals, managers and management students who wish to strengthen their negotiation skills in corporate environments.
