The Road to Success: Learning How to Become an Effective Negotiator
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ISBN
9781684786299
Edition
1
Copyright
2025
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GRLContent
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$79.45
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Table of Contents
  • Chapter 1: Recognizing You Are on the Road
  • Chapter 2: What Type of Driver Are You?: Negotiation Styles, Motivations and Assumptions
  • Chapter 3: Driving the Short Trip Across Town: Principles of Distributive Bargaining
  • Chapter 4: The Adventure of Cross-Country Driving: Principles of Integrative Negotiations
  • Chapter 5: Preparing to Drive the Negotiation Streets and Highways
  • Chapter 6: Reading the Road Map, Watching for Billboard Signs, and Learning When to Take the Back Roads
  • Chapter 7: What If You Are Driving a Scooter and They Are in a Semi-Truck?: Power, Leverage, and Influence in Negotiation
  • Chapter 8: What If They Don’t Obey the Rules of the Road?: Trust, Ethics, and Reputation in Negotiation
  • Chapter 9: Objects in the Mirror May Be Closer than They Appear: Perceptions, Biases, and Communication in Negotiation
  • Chapter 10: Understanding What It Is Like to Drive on the Other Side of the Road: Gender and Cultural Differences in Negotiation
  • Chapter 11: Driving Defensively: Negotiating Your Way through Conflict, Emotional Situations, and Difficult Negotiators
  • Chapter 12: Who Do You Call When You Are in Unfamiliar Territory, When You Are Stuck in a Traffic Jam, or When Your Car Breaks Down?
  • Chapter 13: The End of the Road—Where We’ve Been and Future Journeys
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