Negotiations without a loser

"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 insig...

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Bibliographic Details
Main Author Unt, Iwar
Format Electronic eBook
LanguageEnglish
Published Copenhagen : Herndon, VA : Copenhagen Business School Press ; Copenhagen Business School Press, Books International Inc. [distributor], 1999.
Edition1. ed.
Subjects
Negotiation in business.
Organization.
Commerce.
Leadership.
elektronické knihy
electronic books
Online AccessFull text
ISBN9781621986751
1621986756
8716134605
9788716134608
Physical Description1 online resource (158 pages)

Cover

Table of Contents:
  • 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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