April 2019
Beginner
208 pages
4h 26m
English
Index
Accenture, 18
adaptation, 113
advice, 37
allies, in shadow negotiation, 52–54
Allred, Keith, 40
alternatives, yours vs. theirs, 31. See also BATNAs
Alvarez, Pedro, 78
American Arbitration Association, 122
American Seafoods, 153, 154–155
Andersen Consulting, 18. See also Accenture
appreciative moves, 48, 53, 57–61
keeping the dialogue going, 59–60
soliciting new perspectives, 60–61
Art and Science of Negotiation (Raiffa), 7
Arthur Andersen, 18
The Art of War (Sun Tzu), 32
Attica State Prison riot, 87–88
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