Negotiations without a loser

• Main Author: Unt, Iwar.
• Format: eBook
• Language: English
• Published: Copenhagen : Herndon, VA : Copenhagen Business School Press ; Copenhagen Business School Press, Books International Inc. [distributor], 1999.
• Edition: 1. ed.
• Subjects: Negotiation in business.; Organization.; Commerce.; Leadership.; elektronické knihy; electronic books
• ISBN: 9781621986751; 1621986756; 8716134605; 9788716134608
• Physical Description: 1 online resource (158 pages)
• Item Description: Translated from Swedish.
• Access: Plný text je dostupný pouze z IP adres počítačů Univerzity Tomáše Bati ve Zlíně nebo vzdáleným přístupem pro zaměstnance a studenty

"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.