BREAKTHROUGH BUSINESS NEGOTIATION - A TOOLBOX FOR MANAGERS

MICHAEL WATKINS

JOHN WILEY PROFESSIONAL

2002

320 páginas

10h 40m

ISBN-13: 9780787960124

This tremendously smart and useful book on negotiations offers a specific step-by-step program for diagnosing the situation, building coalitions, managing internal decision-making when representing your organization in external negotiations, shaping the structure, using persuasion, managing conflict, organizing the deal cycle, dealing with multilevel negotiations, maintaining strategic alliances, and preventing disputes from escalating and poisoning deals.