Prenegotiation Planning Book
Published on 1. September 1985
Book
Hardback
272 pages
978-0-471-82276-9 (ISBN)
Description
The author, a skilled negotiator, shows how business can increase profitability by talking for money through each stage of the negotiation process. The book presents a 27-point program designed to build profit through negotiations. Readers learn how to develop specific negotiating goals and strategies before they sit down at the bargaining table. Special situational tactics, checklists, charts, fill-in sheets and actual case studies help them implement the program step by step.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Professional and scholarly
Illustrations
illustrations, bibliography, index
Dimensions
Height: 230 mm
Width: 150 mm
Weight
567 gr
ISBN-13
978-0-471-82276-9 (9780471822769)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Talking for Money; Negotiation's Diagram and Definitions; Planning: The Key to Success; Checkpoint 1: Time; Buyer-Seller Issues to be Negotiated; Management-Labor Issues to Be Negotiated. Business-Business Issues to Be Negotiated; Meetings and Conference Issues to Be Negotiated; Take Time to Plan; Summary List.