| 000 | 01116cam a2200253 i 4500 | ||
|---|---|---|---|
| 999 |
_c3547 _d3547 |
||
| 001 | 17694164 | ||
| 003 | ZET-ke | ||
| 005 | 20190731154414.0 | ||
| 008 | 130411s2013 enk b 001 0 eng | ||
| 010 | _a 2013011539 | ||
| 020 | _a9780749467715 | ||
| 020 | _z9780749467722 (ebook) | ||
| 040 |
_aDLC _beng _cDLC _dZET-ke |
||
| 050 | 0 | 0 |
_aHD58.6 _b.O27 2013 |
| 100 | 1 |
_aO'Brien, Jonathan, _d1967- |
|
| 245 | 1 | 0 |
_aNegotiation for purchasing professionals / _cJonathan O'Brien. |
| 300 |
_axvii, 353 pages ; _c24 cm. |
||
| 504 | _aIncludes bibliographical references and index. | ||
| 505 | _aIntroducing 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. | ||
| 650 | 0 |
_aNegotiation in business. _9276 |
|
| 650 | 0 |
_aPurchasing. _931 |
|
| 650 | 0 |
_aIndustrial procurement. _9264 |
|
| 942 |
_2lcc _cBK _kHD58.6 _m.O27 2013 |
||