TY  - BOOK
AU  - O'Brien,Jonathan
TI  - Negotiation for purchasing professionals
SN  - 9780749467715
AV  - HD58.6 .O27 2013
KW  - Negotiation in business
KW  - Purchasing
KW  - Industrial procurement
N1  - 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
ER  -