Cohen, Steven P. <br/><br/>
Negotiate your way to success :  24 steps to building agreement / 
Steven P. Cohen. 
 - New York :  McGraw-Hill,  c2007. 
 - ix, 48 pages ;  23 cm. 
 - McGraw-Hill professional education .
 - McGraw-Hill professional education. .
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Understand negotiation -- Focus on interests -- Use the three C's -- Know whether to leave -- Inoculate yourself -- Get information -- Prepare for the process -- Know why to prepare -- Work with your team -- Map interests -- Ask and listen -- React strategically -- Plan for emotions -- Keep it productive -- Know how to start -- Work with differences -- Negotiate on value -- Show respect -- Think creatively -- Develop the agenda -- Bargain "if ... then ..." -- Build commitment -- Negotiate smart -- Build with seven pillars. 
<br/><br/><label>ISBN: </label>978-0-07-149832-6 (paperba ck : alk. paper) 007149832X (alk. paper) 
<br/><br/><label>LCCN: </label>2007013937 
<br/><br/><label>Nat. Bib. No.: </label>GBA765904  bnb 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>013823393  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.
<br/><br/><label>LC Class. No.: </label>HD58.6  / .C627 2007 
<br/><br/><label>Dewey Class. No.: </label>DC 658.4052  / C66n