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The 3 P's of Negotiating: Exploring the Dimensions (Nar) [Paperback]

John C. Ritchie

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Book Description

February 1, 2000 0324134932 978-0324134933 1
This text covers the dimensions that influence how boundaries are established for successful negotiating. It explores how different types of people, processes and positional issues all influence each other and ultimately determine the outcome of negotiations. Focusing on the "area of the unknown," will enable readers to quickly determine their own boundaries as well as the boundaries of others, in order to bring negotiating scenarios to successful ends.

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1. People. 2. Processes. 3. Position. 4. Dimensions. 5. Conclusion. Index.

From the Back Cover

As its title indicates, this book explores the dimensions that influence how boundaries are established for successful negotiating. It examines how different types of people, processes and positional issues all influence each other—and ultimately determine the outcome of negotiations. Focusing on the “area of the known,” will enable readers to quickly determine their own boundaries, as well as the boundaries of others, in order to bring negotiating scenarios to successful ends. Chapter topics cover the characteristics of self and other negotiators; recognizing people types and processes—physical, logical, and emotional; position; and various factors. For anyone who wants to improve their skills at negotiating—in order to gain peace of mind, and achieve personal goals. --This text refers to an out of print or unavailable edition of this title.

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