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Negotiation Madness
book

Negotiation Madness

by Peter Nelson
July 2018
Intermediate to advanced content levelIntermediate to advanced
124 pages
2h 50m
English
Business Expert Press
Content preview from Negotiation Madness

acceptance, agreement of, 18

afraid, closing, 81

agenda, preparation, 43–44

agreement

closing, 82–83

proposal, 55

terms of, 18

alternative proposal, 57

analogy on proposal, 55

anchoring, preparation, 44

anger, 28

assuming authority, 73–74

Australian system, negotiation, 14

back and forth, debating, 50–51

bargaining

conditional, 59

exchanges, 59

free works, 60

ploys (see ploys, bargaining)

sacrificing, 62–63

shifting position, 62

third-party intervention, 63

underestimation, 60–62

blocking, bargaining, 69

bribery rates, 77–80

Catch 22, 89–90

closing

afraid, 81

agreement, 82–83

deadlock, 83

making a sale, 81

marriage proposal, 81

timing, 81–82

communication, 52

communities, negotiation in, 11–12

compatible, 35, 55, 56

conditional, bargaining, ...

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Publisher Resources

ISBN: 9781948580946