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ISBN: 0324134932Издательство: South-Western Educational Publishing
This book covers the dimensions that influence how boundaries are established for successful negotiating. It explores how different types of people, processes and positional issues all influence each other and ultimately determine the outcome of negotiations. Focusing on the area of the unknown, will enable readers to quickly determine their own boundaries as well as the boundaries of others, in order to bring negotiating scenarios to successful ends. The purpose of this title is not to endorse one setof criteria as correct, at the expense of others, but to expose the reader to the many elements that set the boundaries for negotiating.