Black belt negotiating : become a master negotiator using powerful lessons from the martial arts

This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-asses...

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Bibliographic Details
Main Author Lee, Michael Soon
Other Authors Tabuchi, Grant
Format Electronic eBook
LanguageEnglish
Published New York : American Management Association, ©2007.
Subjects
Negotiation in business.
elektronické knihy
electronic books
Online AccessFull text
ISBN9780814400753
0814400752
9781621983675
1621983676
0814474616
9780814474617
Physical Description1 online resource (vi, 241 pages)

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Table of Contents:
  • CONTENTS
  • THANKS
  • INTRODUCTION Martial Arts and the Tao of Negotiating
  • PART I White Belt
  • 1 Modern Lessons from an Ancient Tradition
  • 2 Overcoming Fear of the Blow
  • 3 Playing to Win
  • PART II Yellow Belt
  • 4 Learning the Rules of Power
  • 5 Spying on Your Opponent
  • 6 Identifying Vital Striking Points
  • PART III Green Belt
  • 7 Developing the Fighting Stance
  • 8 Opening Tactics
  • 9 Reading Your Opponent
  • PART IV Blue Belt
  • 10 Countering Your OpponentÃŒs Moves
  • 11 Finding Middle Ground
  • 12 Distance Yourself from the Battle
  • PART V Red Belt13 Making Time Your Ally
  • 14 Developing Advanced Fighting Skills
  • 15 Breaking Impasses
  • PART VI Brown Belt
  • 16 Turning the Battle in Your Favor
  • 17 Dealing with Dirty Fighters
  • PART VII Black Belt
  • 18 Ending the Contest with Respect
  • 19 The Road to Continuous Improvement
  • APPENDIX
  • REFERENCES
  • INDEX

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