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• catalog abstract ""Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the bigger part of the cake, but rather a search for added value, aiming at results with more than one winner." "Successful negotiations require the ability to identify the needs and negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but obtains also insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments."--Jacket.".
• catalog alternative "Lär dig förhandla! English".
• catalog contributor b11837312.
• catalog created "1999.".
• catalog date "1999".
• catalog date "1999.".
• catalog dateCopyrighted "1999.".
• catalog description ""Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the bigger part of the cake, but rather a search for added value, aiming at results with more than one winner."".
• catalog description ""Successful negotiations require the ability to identify the needs and negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but obtains also insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments."--Jacket.".
• catalog description "The buyer's perspective. Negotiations from the standpoint of the buyer. Phase 1 -- Sending a letter of invitation to prospective suppliers. Phase 2 -- Comparing offers on equal terms and preparing for negotiations. Phase 3 -- Strategy -- The seller's perspective. Negotiations from the standpoint of the seller. Phase 1 -- Seeing the potential for making a sale. Phase 2 -- Choosing a strategy before making an offer. Phase 3 -- Preparing an offer and getting ready for negotiations. Phase 4 -- Strategy -- Advice on how to negotiate. Advice for negotiators. Bargaining. Negotiating effectively involves effective communication. Estimating your negotiating power. The importance of chemistry in how people interact.".
• catalog extent "158 p. ;".
• catalog hasFormat "Negotiations without a loser.".
• catalog identifier "8716134605".
• catalog isFormatOf "Negotiations without a loser.".
• catalog issued "1999".
• catalog issued "1999.".
• catalog language "eng swe".
• catalog language "eng".
• catalog publisher "Copenhagen : Copenhagen Business School Press ; Herndon, VA : Copenhagen Business School Press, Books International Inc. [Distributor],".
• catalog relation "Negotiations without a loser.".
• catalog subject "658.4/052 21".
• catalog subject "Commerce.".
• catalog subject "HD58.6 .U5813 1999".
• catalog subject "Leadership.".
• catalog subject "Negotiating.".
• catalog subject "Negotiation in business.".
• catalog subject "Organization and Administration.".
• catalog tableOfContents "The buyer's perspective. Negotiations from the standpoint of the buyer. Phase 1 -- Sending a letter of invitation to prospective suppliers. Phase 2 -- Comparing offers on equal terms and preparing for negotiations. Phase 3 -- Strategy -- The seller's perspective. Negotiations from the standpoint of the seller. Phase 1 -- Seeing the potential for making a sale. Phase 2 -- Choosing a strategy before making an offer. Phase 3 -- Preparing an offer and getting ready for negotiations. Phase 4 -- Strategy -- Advice on how to negotiate. Advice for negotiators. Bargaining. Negotiating effectively involves effective communication. Estimating your negotiating power. The importance of chemistry in how people interact.".
• catalog title "Lär dig förhandla! English".
• catalog title "Negotiations without a loser / Iwar Unt.".
• catalog type "text".