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Negotiation and Persuasion

The Science and Art of Winning Cooperative Partners

9780889374676
140 pages
Hogrefe Publishing Corporation
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Overview
How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude.\nScientific research shows that the most successful negotiators analyze the situation thoroughly self-monitor wisely are keenly aware of interpersonal processes during the negotiation”and crucially enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations while numerous figures charts and checklists clearly summarize effective

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