The New Negotiating Edge
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Many authors present negotiating as a choice of manipulative "tactics" and aggressive ploys, delivered by so-called "tough" wise guys: the red style. In the real world, negotiation is not so simple. No matter how "tough" you try to be, waiting round the corner is a tougher guy. Others believe that "principled negotiation" or "win-win" is the complete antidote to such postu ...more
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The New Negotiating Edge - The Behavioural Approach for Results and Relationships
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