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| 082 | 0 | 4 |
_a658.4/052 _222 |
| 049 | _aMAIN | ||
| 100 | 1 | _aLempereur, Alain. | |
| 245 | 1 | 4 |
_aThe first move : _ba negotiator's companion / _cAlain Lempereur & Aur�elien Colson ; edited by Michele Pekar. |
| 260 |
_aHoboken, N.J. : _bWiley, _c2010. |
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| 300 |
_a1 online resource (ix, 254 pages) : _billustrations |
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| 336 |
_atext _btxt _2rdacontent |
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| 337 |
_acomputer _bc _2rdamedia |
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| 338 |
_aonline resource _bcr _2rdacarrier |
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| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 0 | _aThe First Move; Contents; ACKNOWLEDGEMENTS; Introduction Experimenting with a Renewed Method before Resorting to Old Refl exes; Chapter 1 Questioning before Negotiating; Chapter 2 Preparing Negotiations before Performing; Chapter 3 Doing the Essential before the Obvious; Chapter 4 Optimising Joint Value before Dividing It; Chapter 5 Listening before Speaking; Chapter 6 Acknowledging Emotions before Problem-Solving; Chapter 7 Deepening the Method before Facing Complexity; Chapter 8 Formalising the Agreement before Concluding; Conclusion Personalising your Theory before Practicing; BIBLIOGRAPHY. | |
| 520 | _aSolidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike. "There are two European negotiation scholars whose work is well known in the US and gloablly. Alain Lempereur is by discipline a lawyer. His training in negotiation was at Harvard Law School particularly influenced by Robert Mnookin. Lempereur writes for practitioners; Colson for academics. Lempereur is a prolific writer. | ||
| 588 | 0 | _aPrint version record. | |
| 546 | _aEnglish. | ||
| 590 |
_aJohn Wiley and Sons _bWiley Online Library: Complete oBooks |
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| 650 | 0 | _aNegotiation in business. | |
| 650 | 0 | _aNegotiation. | |
| 650 | 6 | _aN�egociations (Affaires) | |
| 650 | 6 | _aN�egociations. | |
| 650 | 7 |
_anegotiation. _2aat |
|
| 650 | 7 |
_anegotiating. _2aat |
|
| 650 | 7 |
_aBUSINESS & ECONOMICS _xNegotiating. _2bisacsh |
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| 650 | 7 |
_aNegotiation _2fast |
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| 650 | 7 |
_aNegotiation in business _2fast |
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| 700 | 1 | _aColson, Aur�elien. | |
| 700 | 1 | _aPekar, Michele. | |
| 758 |
_ihas work: _aThe first move (Text) _1https://id.oclc.org/worldcat/entity/E39PCGGFRRKDhwH6TjHcTywjYP _4https://id.oclc.org/worldcat/ontology/hasWork |
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| 776 | 0 | 8 |
_iPrint version: _aLempereu, Alain. _tFirst move. _dHoboken, N.J. : Wiley, 2010 _z9780470750087 _w(DLC) 2009041785 _w(OCoLC)456838318 |
| 856 | 4 | 0 | _uhttps://onlinelibrary.wiley.com/doi/book/10.1002/9781119207023 |
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