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Look at the world around you. Do you see a lot of evidence of successful negotiating? Strikes, domestic violence, wars, political conflict, arguments in the car park, in the dining room, in the conference room. It looks, as Lord Hume said four centuries ago, like the state of nature is the state of war. Yet we all know that it doesn`t have to be that way. From time to time we`ve seen it done better.
Negotiation is the basic process of human interaction. Whether in a business deal, driving a car, or talking to friends, negotiation is always going on. You can`t get away from it; you can just do it well or badly.
What people need is a road map to prepare for and execute negotiations: one they can adapt to the many different situations they face. Getting More is that road map.
This is a groundbreaking book with a radically simple message: ignore the tactics and cliches of "win-win" negotiation manuals; just be credible, flexible, make it personal, and try to understand what`s in the other person`s head. Getting More is about how to define and meet your goals. It will change your life
ISBN-9780670919239
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Pages : 416
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