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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| Format: | eBook |
| Language: | English |
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New York
American Management Association
2007
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| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- Includes bibliographical references (page 229) and index
- 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
- 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