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02729cam a22003494a 4500 001 A5B6A75A2B0A11DE8AF32708A8D7520A 003 SILO 005 20220331010500 008 050628s2006 nyu 000 0 eng 010 $a 2005018460 020 $a 9780814472941 020 $a 081447294X 040 $a DLC $c DLC $d SILO $d C#P $d NLGGC $d BTCTA $d YDXCP $d OCLCG $d IWV $d SILO 042 $a pcc 050 00 $a HD58.6 $b .A35 2006 082 00 $a 658.4/052 $2 22 084 $a 77.64 $2 bcl 100 1 $a Adler, Bill, $d 1957- 245 1 $a How to negotiate like a child : $b unleash the little monster within to get everything you want / $c Bill Adler, Jr. 260 $a New York : $b AMACOM, $c c2006. 300 $a xii, 161 p. ; $c 20 cm. 505 0 $a A note about gender -- Introduction -- Throw a tantrum -- Try a wild and scary threat -- Just cry -- Pretend you don't hear or understand what the other side is saying -- Pretend you don't understand to get the other side to offer something they didn't plan on conceding -- Share something important with the other side -- Call in backup (or "my dad can beat up your dad") -- Don't think about negotiating--just do it -- Be nice -- Be disarmingly honest -- Be yourself -- Know your own team -- Play your best game -- Be direct about your needs -- Take your ball and go home -- Stick with your gang -- Give yourself a time-out -- Let the other guy think he's won -- Break the rules -- Change the rules -- Follow the rules to the letter -- Be naive -- Go out of your way to please the other side -- Be needy -- Ask the person who's most likely to say "yes" -- Play one side against the other -- Delay matters (or "I have to ask my mommy") -- Move slowly and procrastinate -- Do a bad job -- Make a deal that you can exchange for a better deal later -- Win through sympathy -- Act forlorn -- Change the subject -- Give your business "lemonade stand" appeal -- Solicit a bribe -- Keep coming back to the same question -- Play the repeat game -- Be irrational -- Worry the other side that you might be sick -- Make weak promises (sometimes) -- Win through cuteness -- Don't fear failure -- Be prepared--but not overprepared -- You've won--now you have to win your friends back -- You've lost--now don't be a sorehead -- Optimism rules -- Back to the beginning. 650 0 $a Negotiation in business. 650 0 $a Negotiation. 650 17 $a Onderhandelen. $2 gtt 856 41 $3 Table of contents $u http://www.loc.gov/catdir/toc/ecip0515/2005018460.html 941 $a 3 952 $l GEPG771 $d 20210722013832.0 952 $l GDPF771 $d 20170418050047.0 952 $l USUX851 $d 20160823053407.0 956 $a http://locator.silo.lib.ia.us/search.cgi?index_0=id&term_0=A5B6A75A2B0A11DE8AF32708A8D7520A 994 $a 02 $b IWVInitiate Another SILO Locator Search