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084 _aCV 9500
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049 _aMAIN
100 1 _aMcRae, Bradley C.
_q(Bradley Collins),
_d1945-
_9317837
245 1 0 _aNegotiating and influencing skills :
_bthe art of creating and claiming value /
_cBrad McRae.
260 _aThousand Oaks, Calif. :
_bSage Publications,
_c©1998.
300 _a1 online resource (xii, 195 pages) :
_billustrations
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
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
533 _aElectronic reproduction.
_b[Place of publication not identified] :
_cHathiTrust Digital Library,
_d2010.
_5MiAaHDL
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
583 1 _adigitized
_c2010
_hHathiTrust Digital Library
_lcommitted to preserve
_2pda
_5MiAaHDL
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
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
590 _aeBooks on EBSCOhost
_bEBSCO eBook Subscription Academic Collection - Worldwide
650 0 _aNegotiation.
_936822
650 0 _aInfluence (Psychology)
_983541
650 2 _aNegotiating
_9886859
650 6 _aNégociations.
_9886861
650 6 _aInfluence (Psychologie)
_9890873
650 7 _anegotiating.
_2aat
_9886859
650 7 _anegotiation.
_2aat
_936822
650 7 _aPSYCHOLOGY
_xApplied Psychology.
_2bisacsh
_957312
650 7 _aSELF-HELP
_xPersonal Growth
_xGeneral.
_2bisacsh
_9848597
650 7 _aSELF-HELP
_xPersonal Growth
_xHappiness.
_2bisacsh
_992289
650 7 _aSELF-HELP
_xPersonal Growth
_xSuccess.
_2bisacsh
_992290
650 7 _aInfluence (Psychology)
_2fast
_0(OCoLC)fst00972486
_983541
650 7 _aNegotiation.
_2fast
_0(OCoLC)fst01035551
_936822
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
650 7 _aInfluence.
_2ram
_937699
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
856 4 0 _uhttps://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=473726
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