January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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INDEX
Page numbers in italics denote figures.
achievement needs 57
affiliation needs 57
closed 138
formality, level of 139
introductory 101
open boundary 138
packaging of 139
scope of 138
sequence 138
template 139
and time management 140
virtual negotiations 84
agent-principal dilemma 24, 153
forced 118
see also no agreement
Albrecht, Karl 131
alternatives, finding/giving 121
see also BATNA (Best Alternative to a Negotiated Agreement)
ambience see atmosphere and setting
anticipatory emotions 32
Armstrong, Kristin 79
attainable goals/targets ...
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