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The Trust Factor

Overview of attention for book
Cover of 'The Trust Factor'

Table of Contents

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    Book Overview
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    Chapter 1 A New Paradigm for Commercial Relationships
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    Chapter 2 Behavioral Economics in Deal-making
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    Chapter 3 The Trust Factor: The Keystone of NegoEconomics™
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    Chapter 4 Rules of the Game: Defining and Setting Expectations
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    Chapter 5 Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process
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    Chapter 6 Creating a Culture of Trust and Openness
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    Chapter 7 Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential
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    Chapter 8 Style Choices
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    Chapter 9 Sealing the Deal: The Second 5 Phases of the Negotiation Process
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    Chapter 10 How Big Is My Piece? How the NegoEconomic Value Is to Be Divided
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    Chapter 11 Dealing with Stress, Threats, and Bluffing
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    Chapter 12 Make the Pie Bigger and Nobody Loses
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    Chapter 13 Conclusion
Attention for Chapter 5: Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process
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Chapter title
Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process
Chapter number 5
Book title
The Trust Factor
Published by
Palgrave Macmillan, New York, January 2013
DOI 10.1057/9781137333681_5
Book ISBNs
978-1-137-33225-7, 978-1-137-33368-1
Authors

Keld Jensen

View on publisher site

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