Research Catalog

The negotiating game [by] Chester L. Karrass.

Title
The negotiating game [by] Chester L. Karrass.
Author
Karrass, Chester Louis
Publication
New York, World Pub. Co. [1970]

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Details

Additional Authors
Stevenson, Howard H.
Description
xii, 243 p.; 22 cm.
Subject
  • Negotiation
  • Negotiating
Bibliography (note)
  • Includes bibliographical references.
Processing Action (note)
  • committed to retain
Contents
The negotiating society -- Winners and losers -- What makes a good negotiator? -- What's your aspiration level? -- You have more power than you think -- Men who influence -- Inoculation against influence -- Status -- The role of role -- Needs, goals and action -- The anatomy of negotiation -- The expected-satisfaction theory -- Strategy -- Tactics, deadlock and countermeasures -- The successful manager negotiates -- Love, honor and negotiate -- Organize to win your objectives -- The wheel of negotiation.
LCCN
^^^70108197^//r92
OCLC
85449
Owning Institutions
Harvard Library