Koleksi World Bank
Essentials of negotiation
The first chapter introduce the field of negotiation and conflict manajement, describes the basic problems of managing that interdependence. The second chapter introduce the concepts of strategy. Chapter 3 and 4 peresent the two core approaches to negotiation. Chapter 5 its review basic process of cognition and communication in negotiation. In chapter 6, the tools negotiators can use to “pressure the other side. Chapter 7, examine the ethical standars and criteria that surround negatition. Chapter 8 explores the complex ways that negotiation processes. And chapter 9, about managing difficult negotiations.
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