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This book offers practical negotiation strategies specifically tailored for managers. It guides readers through building a strong pre-negotiation foundation, understanding interests vs. positions, and developing strategies to guide negotiations effectively. Cohen also addresses common negotiation pitfalls and provides battle‑tested methods to achieve personal and organizational objectives.

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245: $a: Negotiating Skills for Managers
245: $b:
082: $a:
100: $a: Steven P. Cohen
650: $a: Management
250: $a:
440: $v:
250: $b: Mc Graw Hill
250: $c: 2002
020: $a: 978‑0‑07‑1387576
300: $a: 180