by SCOTT (Author)
This book looks at the two extremes of commercial negotiation, competitive and constructive negotiating, each of which is equally valid but requires different attitudes of mind, behaviour and technique. It sets out the different types of negotiations, covering first constructive negotiations where both parties aim to find an agreement which is to their mutual advantage, and second competitive negotiations where one party tries to win over the other. Written in an informal style, the book is aimed at students and offers practical tips about negotiations. It is designed to stimulate discussion and contains role model exercises and self-test questions.
Format: Paperback
Pages: 144
Publisher: Wiley–Blackwell
Published: 01 Apr 1988
ISBN 10: 094882526X
ISBN 13: 9780948825262