Real Negotiations

By Robert Ibsen

Good negotiation skills are increasingly relevant and important in all types of positions and professions, including sales and marketing, purchasing, project management, HRM activities, supply chain management, service management, and much more. This book focuses on must-have competences and knowledge of good negotiation skills, such as: selecting the right negotiation strategy and what drives that choice * tactics at the negotiation table * a hands-on approach to the negotiation process * intercultural and communication issues * the role of personality and cognitive biases * ethics and trust as value drivers * tools for preparing and evaluating negotiations. The book is written with students in mind, but is equally useful for current professionals. [Subject: Business]

Publication Date: 6/17/2014
Format: Paper
ISBN: 9788759320242