Business Negotiations

Содержание книги "Business Negotiations"

ПРЕДИСЛОВИЕ (PREFACE)
CHAPTER I. NEGOTIATING THEORY
UNIT I. BUSINESS NEGOTIATIONS
UNIT II. NEGOTIATION STRUCTURE
UNIT III. NEGOTIATING STRATEGIES
UNIT IV. PERSUASION STRATEGIES
UNIT V. TRADE STRATEGIES
CHAPTER II. NEGOTIATING RULES
UNIT VI. THE CRITICAL RULES OF NEGOTIATING
UNIT VII. OPENING POSITION (START HIGH)
UNIT VIII. CHAIN OF CONCESSIONS
UNIT IX. KRUNCH IN NEGOTIATION
UNIT X. PACKAGE AGREEMENT
UNIT XI. A NIBBLE IN NEGOTIATION
UNIT XII. OTHER NEGOTIATING RULES
UNIT XIII. NEGOTIATION: FROM BEGINNING TO END
CHAPTER III. THE PRACTICE OF NEGOTIATING
UNIT XIV. CONTRACT NEGOTIATING
UNIT XV. NEGOTIATION ON ESTABLISHING JOINT VENTURE
UNIT XVI. NEGOTIATION IN A REAL ESTATE MARKET
UNIT XVII. NEGOTIATING THE JOB PLACEMENT
UNIT XVIII. TELEPHONE NEGOTIATIONS
CHAPTER IV. KEYS TO EXERCISES
KEYS TO EXERCISES
REFERENCE SOURCES (ПРИЛОЖЕНИЯ)
APPENDIX I. THEORY OF NEGOTIATING
APPENDIX II. THE MAJOR RULES OF NEGOTIATING
APPENDIX III. THE PRACTICE OF NEGOTIATING
ЛИТЕРАТУРА
СПИСОК СОВРЕМЕННЫХ ИНФОРМАЦИОННЫХ ТЕХНОЛОГИЙ И МУЛЬТИМЕДИЙНЫХ ПРОДУКТОВ