This guide deals with commercial negotiations, recognizes the importance of a "total" approach to an area so crucial to business success, it discusses not only face-to-face techniques but deals informatively and in depth with the vital preliminary stages of preparation, planning, objective setting and strategy development. In addition, it describes the importance, and methods, of countering techniques. Emphasizing that negotiating is a skill which can be learned, the author illustrates how the negotiator and his company can get the best out of negotiating.
- ISBN10 0749402245
- ISBN13 9780749402242
- Publish Date 30 October 1990
- Publish Status Out of Print
- Out of Print 21 January 2005
- Publish Country GB
- Imprint Kogan Page Ltd
- Format Hardcover
- Pages 144
- Language English