The Intelligent Negotiator by Craver, Charles -- Read -- Imperial Library of Trantor

Index

Acknowledgments Introduction The Essentials Negotiating Styles Preparing to Negotiate At the Table Building Rapport and Setting the Tone Stage One: The Information Exchange Stage Two: The Distributive Stage The Execution Negotiating Techniques Stage Three: The Closing Stage Stage Four: The Cooperative Stage Frequently Encountered Negotiating Situations Situation 1: Negotiating Employment Opportunities Situation 2: Buying Cars and Houses Situation 3: Negotiating with Repair Shops Preparing to Negotiate: A Preparation Form Notes About the Author

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