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Presents the skills, tactics, styles, and strategies every negotiator needs to compete in the international marketplace. Based on seminars conducted in 22 countries and packed with real-life examples and fascinating anecdotes, it shows how to negotiate anything, anywhere. Explains the six stages of negotiation and contains a compendium of 73 tactics and countermeasures, including consideration of how differing cultural assumptions affect the negotiation process.
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- PublisherJohn Wiley & Sons Inc
- Publication date1990
- ISBN 10 0471513229
- ISBN 13 9780471513223
- BindingHardcover
- Number of pages270
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