Luecke Richard A. - How To Become A Better Negotiator, Second Edition.pdf - Persuasion. Negotiation - zwyczajny11

Ways to Engage Conflict on the Job—Up, Down, and Sideways

HOW TO BECOME A BETTER NEGOTIATOR

SECOND EDITION

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HOW TO BECOME A BETTER

NEGOTIATOR

SECOND EDITION

Richard A. Luecke

James G. Patterson

AMERICAN MANAGEMENT ASSOCIATION

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This publication is designed to provide accurate and

authoritative information in regard to the subject matter

covered. It is sold with the understanding that the publisher is

not engaged in rendering legal, accounting, or other

professional service. If legal advice or other expert assistance

is required, the services of a competent professional person

should be sought.

Library of Congress Cataloging-in-Publication Data

Luecke, Richard A.

How to become a better negotiator / Richard A. Luecke, James G. Patterson.

— 2nd ed.

p. cm.

Rev. ed. of: How to become a better negotiator / James G. Patterson. 1996.

Includes bibliographical references and index.

ISBN 978-0-8144-0047-0 (pbk.)

1. Negotiation in business. I. Patterson, James G. II. Patterson, James G.

How to become a better negotiator. III. Title.

HD58.6.L83 2008

658.4 052—dc22

2007033525

2008 American Management Association

Printed in the United States of America.

This publication may not be reproduced, stored in a retrieval

system, or transmitted in whole or in part, in any form or by

any means, electronic, mechanical, photocopying, recording,

or otherwise, without the prior written permission of AMACOM,

a division of American Management Association, 1601

Broadway, New York, NY 10019.

Printing number

10987654321

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