Beyond Negotiation: Redeeming Customer-Supplier Relationships (Hardback)
  • Beyond Negotiation: Redeeming Customer-Supplier Relationships (Hardback)
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Beyond Negotiation: Redeeming Customer-Supplier Relationships (Hardback)

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£43.95
Hardback 200 Pages / Published: 29/03/1989
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A guide to effective techniques of negotiation in business and why they work. Considers the history of negotiation methods and their relevance to today's marketplace. Presents an organizational strategy for developing successful buyer-seller relationships based on the natural interdependence of the two parties. There is thoughtful discussion of how to balance risk and trust, including cogent criticism of the adversarial approach to negotiating. Offers guidelines for creating favorable negotiating conditions, and covers such topics as organizational development, touch-point management, management participation, and ethics.

Publisher: John Wiley and Sons Ltd
ISBN: 9780471922032
Number of pages: 200
Weight: 480 g
Dimensions: 235 x 155 x 17 mm

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