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The art of negotiating; [electronic resource] psychological strategies for gaining advantageous bargains [by] Gerard I. Nierenberg.

By: Nierenberg, Gerard I.
Material type: TextTextPublisher: New York, Hawthorn Books c1968Edition: [1st ed.].Description: 195 p. ; 24 cm.Subject(s): Negotiation | NégociationsAdditional physical formats: Online version:: Art of negotiating.DDC classification: 158/.5 Online resources: Free eBook from the Internet Archive | Additional information and access via Open Library Also issued online.
Contents:
On negotiating -- The cooperative process -- People -- Preparing for negotiation -- Hidden assumptions -- What motivates us? -- The need theory of negotiation -- How to recognize needs -- Negotiating techniques -- Life illustrations -- Success.
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Includes index.

Combined with the author's Creative business negotiating to form a rev. and expanded ed. published in 1973 under title: Fundamentals of negotiating.

On negotiating -- The cooperative process -- People -- Preparing for negotiation -- Hidden assumptions -- What motivates us? -- The need theory of negotiation -- How to recognize needs -- Negotiating techniques -- Life illustrations -- Success.

Also issued online.

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