BARGAINING FOR RESULTS

Managers of all kinds have to bargain their way throughout business. They do deals with key customers, they buy up companies, they land big contracts, they handle trade unions, they battle with councils and they buy materials. When one manager who knows how to bargain faces another who does not, then the first one wins the best part of the deal and the second one gains only a fraction of what he could have got if he had bargained properly. The literature, researches, practices and customs of executives in 17 countries have been studies to provide the basis for the material in this book, which is designed for a worldwide market to show the strategy, tactics and plays involved in the bargaining process. It is written with the practical manager in mind and contains case histories, practical tips, self-development questions, learning programmes and game-play advice. The book is designed to show the reader how to cope with the manipulative negotiator, how to deal with bribery, how to cause and to break deadlock, how to go to the courthouse door, how to handle pressure tactics and how to close deals.