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@prefix xsd: <http://www.w3.org/2001/XMLSchema#> .

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    bflc:aap "Houghton, Jim. The work smarter guide to negotiation" ;
    bflc:aap-normalized "houghtonjimtheworksmarterguidetonegotiation" ;
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            bf:date "2026-09-11" ;
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                    bf:title [ a bf:Title ;
                            bf:mainTitle "A How To book" ] ] ;
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                            bf:mainTitle "Work smarter" ] ] ;
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    bf:summary [ a bf:Summary ;
            rdfs:label "\"Kirk Kinnell is a hostage negotiator and counter-terrorism expert with decades of experience. Jim Houghton has conducted complex M&A deals worth hundreds of millions. Despite their dramatically different backgrounds, they share the philosophy that negotiation is not a zero-sum game and that trust, integrity and fairness are essential to achieving a successful outcome. This book combines their vast knowledge to show you how to prepare for and conduct negotiations in almost any environment. What holds true for ending a siege or keeping a hostage alive could be the key to getting your toddler off to bed or agreeing a pay rise with your boss. Their invaluable advice will help you be resourceful and calm amid the stress and volatility of real-world negotiations\"--Back cover." ] ;
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    bf:tableOfContents [ a bf:TableOfContents ;
            rdfs:label "The key to any negotiation: empathy -- We plan, God laughs: being resourceful under pressure -- Power imbalances, dodgy dealers and difficult negotiations -- Negotiating with multiple parties -- Tips for playing well." ] ;
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            bf:mainTitle "The work smarter guide to negotiation" ] .