Negotiation - How to make deals and reach agreement in business
Negotiation: How to make deals and reach agreement in business
Whenever there is something to be lost or gained, there is the potential for disagreement. To find a way forward when interests and priorities differ, we have to negotiate.
Negotiation outlines crucial techniques for reaching business agreements. It will help you to identify what you want from a situation, handle the negotiation process and achieve outcomes that bring benefit.
This book covers...
- preparing to negotiate.
- types of negotiation situation.
- goals, outcomes and leverage.
- co-operative and aggressive negotiation styles - how to use them and respond to them.
- the psychological factors that can affect negotiations.
Featuring modern real-world examples, a clear modular structure and pointers to further reading.
Details
- Editor
- Madan Pillutla
- Series
- Nigel Nicholson
- Extent
- 96 pages
- Format
- 215mm x 133mm portrait paperback
- RRP
- £8.99
- ISBN
- 1903091322
