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Negotiation for purchasing professionals / Jonathan O'Brien.

By: Material type: TextTextDescription: xvii, 353 pages ; 24 cmISBN:
  • 9780749467715
Subject(s): LOC classification:
  • HD58.6 .O27 2013
Contents:
Introducing negotiation--Countering sellers advantage--Red sheet-a winning process for negotiation--Planning the negotiation--Negotiating across cultures--Personality and negotiation--Power--Game theory in negotiation--Defining outcomes-- The negotiation event--Winning event tactics--Body language--Managing what you say and how you say it-- Making it a success.
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Books Books Zetech Library - TRC Reference Non-fiction HD58.6 .O27 2013 (Browse shelf(Opens below)) C.1 Not For Loan Z007395

Includes bibliographical references and index.

Introducing negotiation--Countering sellers advantage--Red sheet-a winning process for negotiation--Planning the negotiation--Negotiating across cultures--Personality and negotiation--Power--Game theory in negotiation--Defining outcomes-- The negotiation event--Winning event tactics--Body language--Managing what you say and how you say it-- Making it a success.

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