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.
- ISBN10 094882526X
- ISBN13 9780948825262
- Publish Date 1 April 1988
- Publish Status Out of Print
- Out of Print 10 May 1991
- Publish Country GB
- Publisher John Wiley and Sons Ltd
- Imprint Blackwell Science Ltd
- Format Paperback
- Pages 144
- Language English