Business negotiation : a practical workbook
著者
書誌事項
Business negotiation : a practical workbook
Gower, c1999
大学図書館所蔵 全1件
注記
Includes index
内容説明・目次
内容説明
Getting to grips with negotiation quickly is straightforward and easy with this practical guide. Written in simple language, with a host of practical exercises to support the text, it is designed for any negotiator who wants to develop their knowledge, increase confidence and develop skills. Starting by demonstrating the importance negotiation plays in both commercial and interpersonal relationships, Business Negotiation then takes the reader through 20 developmental steps which cover: objective setting and planning; the first phases of negotiation; managing movement; and completing the deal. Each step features a knowledge and skill building exercise, tips and techniques including: c Example scripts c Negotiation tactics c Practical exercises c Dilemmas and suggested solutions c Key points. In a highly interactive style, this book provides a learning route to skilled negotiation. Written by experts in the field of negotiation, it gives a clear picture of all aspects of the subject and arms the reader with a wealth of ideas and examples for their next negotiation.
目次
- Contents: Part 1 Introduction to Negotiation: Negotiation - what is it?
- What relationship?
- Which style? Part 2 Practical Negotiation: Objective setting and planning
- The first phases
- Managing movement
- The end of the road
- Index.
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