Managing Negotiations

by Gavin Kennedy (Author), JohnBenson (Author), JohnMcMillan (Author)

• Used

  Hardcover
  1980

  $4.27

• Used

  Paperback
  1987

  $3.31

  A detailed guide to handling all types of business, industrial relations or diplomatic negotiations. Based on a practical four-phase framework - prepare, discuss, propose and bargain - this edition has been updated to include new case studies and checklists of common mistakes. New chapters on commercial and industrial negotiation, as well as a review of all aspects of strategy and tactics are included in order to help set up and close a deal as quickly and effectively as possible.