Negotiations without a loser

By: Iwar Unt

Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the biggest piece of the cake, but rather a search for added value, aiming at results with more than one winner.

Successful negotiations require the ability to identify the needs and the negotiation margins of your counterpart,  careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but also obtains insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments. (http://www.cbspress.dk/Visning-af-titel.848.0.html?&cHash=5023251693&ean=9788763000857)

Disponible en la BAE: HD 58.6 .U5813 1999