Negotiation: Process, Tactics, Theory Hardcover – August 15, 1995
Product details
| Management number | 220810192 | Release Date | 2026/05/03 | List Price | US$24.80 | Model Number | 220810192 | ||
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Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs in 90% of all negotiations--that is, so-called win-lose tactics. Understanding only the win-win tactics taught in most classes and books is like training a football team only on offense. Think of this book as defensive. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced. Read more
| ISBN10 | 081919946X |
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| ISBN13 | 978-0819199461 |
| Edition | 2nd |
| Language | English |
| Publisher | University Press of America |
| Dimensions | 6 x 1.11 x 9 inches |
| Item Weight | 12.8 ounces |
| Print length | 104 pages |
| Publication date | August 15, 1995 |
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History & Theory
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