Influence

Hermann Rock
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Hermann Rock: AFINUM Management GmbH

Chapter 5 in Successful negotiation with the Driver-Seat Concept, 2023, pp 281-376 from Springer

Abstract: Abstract After Chap.4 dealt with the entire process of a professionally conducted negotiation, Part 5 now deals with the Weapons of Influence, i.e. those behaviors with which we try to convince other people of our positions. Of course, you will also learn how to effectively ward off these weapons when they are directed against you.

Date: 2023
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DOI: 10.1007/978-3-658-39934-4_5

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