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the art of negotiation

the art of negotiation

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Published by: xample on Feb 04, 2011
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01/12/2012

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ieee-usa eBooks presents
By John G. Shulman
Engineering the Art of Negotiation
 
Published and Hosted by IEEE-USA.Copyright © 2008 by Alignor. All rights reserved.Edited by Georgia C. Stelluto, IEEE-USA Publishing ManagerCover design & layout by Greg Hill, Electronic Communications ManagerIEEE-USA eBooks presents this special edition o John Shulman’s e-book in collaboration with Alignor.It is made possible by a special dues assessment o IEEE members residing in the United States.
Copying this material in any orm is not permitted without prior written approval rom the IEEE-USAPublishing Manager and Alignor; write to g.stelluto@ieee.org.
 
Table of Contents
Introduction .............................................................................................................................................................................4What is Negotiation? ..............................................................................................................................................................5Dierent Approaches to Negotiation ..............................................................................................................................5 The Alignor Three-Step Process .........................................................................................................................................6 The Alignor Process Worksheet ..........................................................................................................................................9Negotiating With Your Boss: A Case Study ..................................................................................................................10Sample Talking Points .........................................................................................................................................................15Common Mistakes ...............................................................................................................................................................18Summary .................................................................................................................................................................................19About the Author .................................................................................................................................................................20About Alignor ........................................................................................................................................................................21

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