Negotiating: Constructive and Competitive Negotiation

by SCOTT (Author)

• Used

  Paperback
  1988

  $5.86

  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.