This guide explains how to prepare, enter and conduct business negotiations with the proper mental attitude, how to turn weaknesses into strengths and how to capitalize on your opponent's mistakes. The text describes how to avoid the most common negotiating mistakes. Topics include determining who possesses final negotiating authority, negotiating power, equalizing negotiations, maintaining a negotiating base, making offers and counter-offers; controlling the negotiating, setting deadlines and how to close a deal.
- ISBN10 0471530417
- ISBN13 9780471530411
- Publish Date 3 March 1992
- Publish Status Out of Stock
- Out of Print 11 August 1995
- Publish Country US
- Imprint John Wiley & Sons Inc
- Format Hardcover
- Pages 192
- Language English