978-1-55681-500-3 / 155681500X

A Practical Guide to Negotiation (NITA's Practical Guide Series) (NITA practical guide series)

by Guernsey, Thomas F.

Publisher:National Institute for Trial Advocacy (NITA)



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About the book:

Learn all the basics of a successful negotiation, including: how to recognize and use different negotiation strategies and styles; what hurdles you face and how to nullify their effects; how to determine what the other side really wants; how to make an offer and argue its merits; and what to do if you reach a deadlock. Comprehensive checklists help you plan and prepare for upcoming negotiations and help you evaluate a negotiation after it concludes.

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