World-class negotiating : dealmaking in the global marketplace

著者

    • Hendon, Donald W.
    • Hendon, Rebecca Angeles

書誌事項

World-class negotiating : dealmaking in the global marketplace

Donald W. Hendon, Rebecca Angeles Hendon

Wiley, c1990

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注記

"First published in Great Britain by Gower Publishing Company, Limited"--T.p. verso

Includes bibliographical references (p. 247-263) and index

内容説明・目次

内容説明

Presents the skills, tactics, styles, and strategies every negotiator needs to compete in the international marketplace. Based on seminars conducted in 22 countries and packed with real-life examples and fascinating anecdotes, it shows how to negotiate anything, anywhere. Explains the six stages of negotiation and contains a compendium of 73 tactics and countermeasures, including consideration of how differing cultural assumptions affect the negotiation process.

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