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001 | ocn808376137 | ||
003 | OCoLC | ||
005 | 20220711180726.0 | ||
006 | m o d | ||
007 | cr cnu---unuuu | ||
008 | 120827s1998 caua ob 001 0 eng d | ||
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049 | _aMAIN | ||
100 | 1 |
_aMcRae, Bradley C. _q(Bradley Collins), _d1945- _9317837 |
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245 | 1 | 0 |
_aNegotiating and influencing skills : _bthe art of creating and claiming value / _cBrad McRae. |
260 |
_aThousand Oaks, Calif. : _bSage Publications, _c©1998. |
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300 |
_a1 online resource (xii, 195 pages) : _billustrations |
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336 |
_atext _btxt _2rdacontent |
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337 |
_acomputer _bc _2rdamedia |
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338 |
_aonline resource _bcr _2rdacarrier |
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504 | _aIncludes bibliographical references (pages 187-189) and index. | ||
505 | 0 | _aIntroduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms. | |
520 | 1 | _a"Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, the book presents a two-step process toward mastery of negotiating and influencing skills that includes the development of skills by means of interactive exercises and application of these negotiating skills in personal and professional life. Evaluation tools and many exercises are used to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills examines the eight critical skills we all need to negotiate successfully with difficult people or difficult situations. Suggestions are presented regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book." "Anyone who negotiates regularly and works to improve his or her negotiating and influencing skills, whether in the work setting or in personal life, will appreciate the approaches offered in this book, particularly professors and students of management, marketing, organizational communication, political science, public policy, psychology, industrial organization psychology, social work, negotiation, family studies, and law."--Jacket | |
588 | 0 | _aPrint version record. | |
506 |
_3Use copy _fRestrictions unspecified _2star _5MiAaHDL |
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533 |
_aElectronic reproduction. _b[Place of publication not identified] : _cHathiTrust Digital Library, _d2010. _5MiAaHDL |
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538 |
_aMaster and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. _uhttp://purl.oclc.org/DLF/benchrepro0212 _5MiAaHDL |
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583 | 1 |
_adigitized _c2010 _hHathiTrust Digital Library _lcommitted to preserve _2pda _5MiAaHDL |
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546 | _aEnglish. | ||
506 | 1 |
_aLegal Deposit; _cOnly available on premises controlled by the deposit library and to one user at any one time; _eThe Legal Deposit Libraries (Non-Print Works) Regulations (UK). _5WlAbNL |
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540 |
_aRestricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force. _5WlAbNL |
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590 |
_aeBooks on EBSCOhost _bEBSCO eBook Subscription Academic Collection - Worldwide |
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650 | 0 |
_aNegotiation. _936822 |
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650 | 0 |
_aInfluence (Psychology) _983541 |
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650 | 2 |
_aNegotiating _9886859 |
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650 | 6 |
_aNégociations. _9886861 |
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650 | 6 |
_aInfluence (Psychologie) _9890873 |
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650 | 7 |
_anegotiating. _2aat _9886859 |
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650 | 7 |
_anegotiation. _2aat _936822 |
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650 | 7 |
_aPSYCHOLOGY _xApplied Psychology. _2bisacsh _957312 |
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650 | 7 |
_aSELF-HELP _xPersonal Growth _xGeneral. _2bisacsh _9848597 |
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650 | 7 |
_aSELF-HELP _xPersonal Growth _xHappiness. _2bisacsh _992289 |
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650 | 7 |
_aSELF-HELP _xPersonal Growth _xSuccess. _2bisacsh _992290 |
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650 | 7 |
_aInfluence (Psychology) _2fast _0(OCoLC)fst00972486 _983541 |
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650 | 7 |
_aNegotiation. _2fast _0(OCoLC)fst01035551 _936822 |
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650 | 1 | 7 |
_aOnderhandelen. _2gtt _9890874 |
650 | 1 | 7 |
_aOverreding. _2gtt _9890875 |
650 | 1 | 7 |
_aBeïnvloeding. _2gtt _9890876 |
650 | 7 |
_aNégociations _xProblèmes et exercices. _2ram _9890877 |
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650 | 7 |
_aInfluence. _2ram _937699 |
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655 | 4 | _aElectronic books. | |
776 | 0 | 8 |
_iPrint version: _aMcRae, Bradley C. (Bradley Collins), 1945- _tNegotiating and influencing skills. _dThousand Oaks, Calif. : Sage Publications, ©1998 _z0761911847 _w(DLC) 97021051 _w(OCoLC)37024149 |
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