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Negotiations without a loser /
"Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the bigger part of the cake, but rat...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés Swedish |
| Publicado: |
Copenhagen : Herndon, VA :
Copenhagen Business School Press ; Copenhagen Business School Press, Books International Inc. [distributor],
1999.
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| Edición: | 1. ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
| Sumario: | "Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the bigger part of the cake, but rather a search for added value, aiming at results with more than one winner." "Successful negotiations require the ability to identify the needs and negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but obtains also insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments."--Jacket. |
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| Notas: | Translated from Swedish. |
| Descripción Física: | 1 online resource (158 pages) |
| ISBN: | 9781621986751 1621986756 |