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Table of contents

  1. Front Matter
    Pages i-xiii
  2. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 1-7
  3. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 9-18
  4. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 19-29
  5. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 31-42
  6. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 43-56
  7. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 57-74
  8. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 75-91
  9. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 93-113
  10. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 115-132
  11. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 133-145
  12. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 147-164
  13. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 165-180
  14. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 181-190
  15. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 191-200
  16. John L. Graham, Lynda Lawrence, William Hernández Requejo
    Pages 201-210
  17. Back Matter
    Pages 211-240

About this book

Introduction

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.

Keywords

creativity Personal trust

Bibliographic information