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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Unt, Iwar
Formato: Electrónico eBook
Idioma:Inglés
Swedish
Publicado: Copenhagen : Herndon, VA : Copenhagen Business School Press ; Copenhagen Business School Press, Books International Inc. [distributor], 1999.
Edición:1. ed.
Temas:
Negotiation in business.
Organization.
Commerce.
Leadership.
Organization and Administration
Negotiating
Commerce
Leadership
Négociations (Affaires)
Organisation.
Onderhandelen.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • The buyer's perspective. Negotiations from the standpoint of the buyer. Phase 1
  • Sending a letter of invitation to prospective suppliers. Phase 2
  • Comparing offers on equal terms and preparing for negotiations. Phase 3
  • Strategy
  • The seller's perspective. Negotiations from the standpoint of the seller. Phase 1
  • Seeing the potential for making a sale. Phase 2
  • Choosing a strategy before making an offer. Phase 3
  • Preparing an offer and getting ready for negotiations. Phase 4
  • Strategy
  • Advice on how to negotiate. Advice for negotiators. Bargaining. Negotiating effectively involves effective communication. Estimating your negotiating power. The importance of chemistry in how people interact.

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