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...

Full description

Saved in:
Bibliographic Details
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)

Cover

Table of contents

LEADER 03584cam a2200469 a 4500
001 kn-ocn849899555
003 OCoLC
005 20240717213016.0
006 m o d
007 cr cn|||||||||
008 130624s1999 dk o 000 0 eng d
040 |a KNOVL  |b eng  |e pn  |c KNOVL  |d KNOVL  |d OCLCF  |d KNOVL  |d OCLCE  |d OCLCQ  |d GILDS  |d OCLCO  |d OCLCQ  |d OCL  |d OCLCO  |d OCLCQ  |d OCLCL 
020 |a 9781621986751  |q (electronic bk.) 
020 |a 1621986756  |q (electronic bk.) 
020 |z 8716134605 
020 |z 9788716134608 
035 |a (OCoLC)849899555  |z (OCoLC)903119164  |z (OCoLC)1096900627  |z (OCoLC)1417244902 
041 1 |a eng  |h swe 
042 |a dlr 
100 1 |a Unt, Iwar. 
240 1 0 |a Lär dig förhandla!  |l English 
245 1 0 |a Negotiations without a loser /  |c Iwar Unt. 
250 |a 1. ed. 
260 |a Copenhagen :  |b Copenhagen Business School Press ;  |a Herndon, VA :  |b Copenhagen Business School Press, Books International Inc. [distributor],  |c 1999. 
300 |a 1 online resource (158 pages) 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
500 |a Translated from Swedish. 
505 0 0 |t The buyer's perspective.  |t Negotiations from the standpoint of the buyer.  |t Phase 1 -- Sending a letter of invitation to prospective suppliers.  |t Phase 2 -- Comparing offers on equal terms and preparing for negotiations.  |t Phase 3 -- Strategy --  |t The seller's perspective.  |t Negotiations from the standpoint of the seller.  |t Phase 1 -- Seeing the potential for making a sale.  |t Phase 2 -- Choosing a strategy before making an offer.  |t Phase 3 -- Preparing an offer and getting ready for negotiations.  |t Phase 4 -- Strategy --  |t Advice on how to negotiate.  |t Advice for negotiators.  |t Bargaining.  |t Negotiating effectively involves effective communication.  |t Estimating your negotiating power.  |t The importance of chemistry in how people interact. 
506 |a Plný text je dostupný pouze z IP adres počítačů Univerzity Tomáše Bati ve Zlíně nebo vzdáleným přístupem pro zaměstnance a studenty 
520 1 |a "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." 
520 8 |a "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. 
590 |a Knovel  |b Knovel (All titles) 
650 0 |a Negotiation in business. 
650 0 |a Organization. 
650 0 |a Commerce. 
650 0 |a Leadership. 
655 7 |a elektronické knihy  |7 fd186907  |2 czenas 
655 9 |a electronic books  |2 eczenas 
776 0 8 |i Print version:  |a Unt, Iwar.  |s Lär dig förhandla! English.  |t Negotiations without a loser.  |b 1. ed.  |d Copenhagen : Copenhagen Business School Press ; Herndon, VA : Copenhagen Business School Press, Books International Inc. [Distributor], 1999  |z 8716134605  |w (DLC) 00274558  |w (OCoLC)43373851 
856 4 0 |u https://proxy.k.utb.cz/login?url=https://app.knovel.com/hotlink/toc/id:kpNL000001/negotiations-without-a?kpromoter=marc  |y Full text 

Similar Items