The Win-Win Negotiating Strategy

Winning the Negotiating Game

by Herb Cohen

Audiobook

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The Win-Win Negotiating Strategy

Here with and wisdom, herb will reveal his own conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of Style (manner and means) over Substance (terms and conditions), and by use of recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Cohen covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria.


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Publisher: Phoenix Books, Inc.
Edition: Unabridged

OverDrive Listen audiobook

  • File size: 29466 KB
  • Release date: July 3, 2007
  • Duration: 01:01:09

MP3 audiobook

  • File size: 29466 KB
  • Release date: July 3, 2007
  • Duration: 01:01:09
  • Number of parts: 2


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1 of 1 copy available

Available formats

OverDrive Listen audiobook
MP3 audiobook

subjects

Business Nonfiction

Languages

English

The Win-Win Negotiating Strategy

Here with and wisdom, herb will reveal his own conceptual canopy-a step-by-step approach for establishing and maintaining mutually satisfying long-term relationships. Emphasizing the importance of Style (manner and means) over Substance (terms and conditions), and by use of recognizable anecdotes and examples, you will learn how to transform an opponent into a genuine partner. Cohen covers the "nuts and bolts" of building optimal relationships: opening with commonality, saving zero-sum issues for last, obtaining reciprocity, gaining investment, and the necessary closing criteria.


Expand title description text