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Gerard Nierenberg, author of the best-selling The Art of Negotiating, Fundamentals of Negotiating, and How To Read a Person Like A Book, presents his most comprehensive and detailed guide to succeeding in any negotiation. From corporate negotiations to labor/management disputes to lawsuits, Nierenberg explains how to achieve successful resolutions by applying these and other essential techniques:
Complete with real-life examples of successful negotiations, diagrams, personal tests and exercises, The Complete Negotiator is the ultimate source for discovering creative and ethical solutions to all of your business and personal conflicts.
- The “Everybody Wins” philosophy
- The Need Theory of Negotiation
- Fundamental preparations for negotiation
- Foolproof methods for predicting behavior
- The “When” vs. “How and Where” strategies
- The use of creative alternatives
Complete with real-life examples of successful negotiations, diagrams, personal tests and exercises, The Complete Negotiator is the ultimate source for discovering creative and ethical solutions to all of your business and personal conflicts.
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