Negotiation for purchasing professionals /
O'Brien, Jonathan, 1967-
Negotiation for purchasing professionals / Jonathan O'Brien. - xvii, 353 pages ; 24 cm.
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.
9780749467715
2013011539
Negotiation in business.
Purchasing.
Industrial procurement.
HD58.6 / .O27 2013
Negotiation for purchasing professionals / Jonathan O'Brien. - xvii, 353 pages ; 24 cm.
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.
9780749467715
2013011539
Negotiation in business.
Purchasing.
Industrial procurement.
HD58.6 / .O27 2013