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Negotiation: Strategies for Mutual Gain ISBN 13: 9780803948501

Negotiation: Strategies for Mutual Gain - Softcover

 
9780803948501: Negotiation: Strategies for Mutual Gain
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ISBN 10: 0803948506 ISBN 13: 9780803948501
Publisher: SAGE Publications, Inc, 1993
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With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.

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