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Negotiating

Author: W P Scott
Publisher: Paradigm, 1988.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

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  Read more...

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Document Type: Book
All Authors / Contributors: W P Scott
ISBN: 094882526X 9780948825262
OCLC Number: 17777117
Description: xiv, 161 pages
Contents: Types of negotiation; a framework for negotiating; Part I Constructive negotiating: attitudes of constructive negotiation; the climate of a constructive negotiation; planning; structure in a negotiation; exploration; subsequent stages; preparation; control; constructive tactics. Part 2 Competitive negotiation: attitudes of competitive negotiation; bargaining - the key phase; earlier phases; technique in bargaining and settling; preparation; planning and control; competitive tactics.
Responsibility: Bill Scott incorporating Contributions from Ian Morley, David Sutton and John Winkler.

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