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Business Negotiation: Effective Strategies for Bargaining / Pushparanjan, A.R.
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Business Negotiation: Effective Strategies for Bargaining
Pushparanjan, A.R.
 
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List Price : US$ 43.80
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  Book ID : 35004
  ISBN-10 : 81-8420-187-7 / 8184201877
  ISBN-13 : 978-81-8420-187-1 / 9788184201871
  Place of Publication : Delhi
  Year of Publication : 2009
  Edition : (First Edition)
  Language : English
  240p., Bib., Index, 23 cm.
   
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 CONTENTS
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CONTENTS:-
1. International Negotiations for Business
2. Different Perspectives of Business Negotiation
3. Basic Motives and Strategies for Business Negotiation
4. Cross Cultural Negotiating Behavior
5. Functions and Duties of Manager for Business Negotiation
6. Negotiation Processes for Management People 102
7. Impact of Effective Negotiation on Management
8. Planning and Managing Time for Business Negotiation
9. Role of Human Resources in Business Negotiation
10. Negotiation and Valuation for Business Organisation
11. Haggling Process in Business Negotiation
12. Bargaining Approach to Business Ethics
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 DESCRIPTION
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Business Negotiation demonstrates that bargaining is the logical substitute for bossing and the reality of the expanded negotiating role of the manager. To resolve the dilemma that bargaining is inherently neutral and can be abused; editor shows how advocacy and other pursuit of personal interest can be controlled by the organization. He concludes by proposing that his effective-negotiation system, shown to be easily assimilated and most compatible with the management process, be institutionalized as an integral part of that process.

This book is clear and comprehensive studies offer numerous examples from the corporate world, all of which combine to create an ideal work for business students and managers alike wishing to understand the challenges of managing alliances.

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