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Getting to grips with negotiation quickly is straightforward and easy
with this practical guide. Written in simple language, with a host of
practical exercises to support the text, it is designed for any negotiator
who wants to develop their knowledge, increase confidence and develop
skills.
Starting by demonstrating the importance negotiation plays in both
commercial and interpersonal relationships, Business Negotiation then
takes the reader through 20 developmental steps which cover: objective
setting and planning; the first phases of negotiation; managing movement;
and completing the deal. Each step features a knowledge and skill building
exercise, tips and techniques including:
Example scripts
Negotiation tactics
Practical exercises
Dilemmas and suggested solutions
Key points.
In a highly interactive style, this book provides a learning route to
skilled negotiation. Written by experts in the field of negotiation, it
gives a clear picture of all aspects of the subject and arms the reader
with a wealth of ideas and examples for their next negotiation.
Reviews
'This is an excellent book that I have no hesitation recommending to
junior buyers with limited negotiating experience; managers who are keen
to construct their own in-house negotiating training programme, but who
cannot afford to hire Paul Steel et al; amateur buyers and, say
accountants in small to medium sized enterprises ... and ... most
important of all, ... directors of SMEs ... Overall, the book is full of
sound ideas and useful activities. Unless you are already highly trained,
you will not regret buying it.' Supply Management
Contents
Part 1 Introduction to Negotiation: Negotiation - what is it?; What
relationship?; Which style? Part 2 Practical Negotiation: Objective
setting and planning; The first phases; Managing movement; The end of the
road; Index.
About the Authors
Paul T. Steele and Tom Beasor are negotiators of long experience who have
all too often seen a negotiator talk at the wrong moment, miss
opportunities, or ruin a promising situation by taking the wrong approach.
A major influence in the design of this book has been their experience in
running over 1000 seminars and conferences on negotiation all over the
world. Apart from extensive lecturing experience, they have also worked as
consultants for many organizations in both the public and private sectors.
They are directors of PMMS Consulting Group, and Paul has written two
highly acclaimed books - Its a Deal and Profitable Purchasing
Strategies. Their work regularly takes them overseas to the USA, Russia,
Japan and the Far East, leading teams and/or troubleshooting on a wide
variety of business problems.
£27.00 / US$49.95 ISBN: 0 566 08072 9 1999 270 pages
Paperback
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