The sequel to "Managing Negotiations", this book aims to show that making complex major sales requires different skills to those needed for making small sales. Chapters alternate between the theory of negotiating big deals - including objectives, assessing people, recognizing vulnerabilities and organization - and "activity" chapters. The methodology suggested for adoption is the new "Five-O" approach, which involves objectives, openings, obstacles, options and organization. The book includes boxed case examples from the real world.
- ISBN10 0091742420
- ISBN13 9780091742423
- Publish Date 4 July 1991 (first published 1 January 1980)
- Publish Status Unknown
- Publish Country GB
- Publisher Cornerstone
- Imprint Random House Business Books
- Format Paperback
- Language English