Negotiating and influencing skills : the art of creating and claiming value /: the art of creating and claiming value. (©1998)

• Record Type: Book
• Further Information: Note: Brad McRae.
• Other Names: McRae, Bradley C (Bradley Collins), 1945-
• Contents: Introduction -- Creating and claiming value -- Assessing your current negotiating style -- Principles and techniques for creating and claiming value -- Dealing with difficult people and difficult situations -- Developing higher-order skills -- The power of commitment -- Conclusion -- Appendix A: Annotated bibliography -- Appendix B: Exercises and forms.
• Publisher Details: Thousand Oaks, Calif : Sage Publications
• Publication Date: 1998
• Copyright Date: 1998
• Extent: 1 online resource (xii, 195 pages), illustrations
• Subjects: 158/.5; Negotiation; Influence (Psychology); Négociations; Influence (Psychologie); PSYCHOLOGY -- Applied Psychology; SELF-HELP -- Personal Growth -- General; SELF-HELP -- Personal Growth -- Happiness; SELF-HELP -- Personal Growth -- Success; Influence (Psychology); Negotiation; Onderhandelen; Overreding; Beïnvloeding; Négociations -- Problèmes et exercices; Influence; Electronic books
• Languages: English
• ISBNs: 9781452263595; 1452263590; 9781452233390
• Related ISBNs: 145223339X; 0761911847; 9780761911845; 0761911855; 9780761911852
• Notes: Note: Includes bibliographical references (pages 187-189) and index.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.