Negotiating the better deal /
Peter Fleming
- London : International Thomson Business Press, c1997
- viii, 194 pages ; 20 cm
Includes index.
What you will be able to achieve from this book? -- Negotiation--what does it really mean? -- The skills audit -- Introducing PROD-ProSC -- Preparation and research -- Opening and orchestrating the discussion -- Proposals and persuasion skills in negotiation -- Negotiating in teams -- Conflict--and how to handle it -- Closing the negotiation -- Implementing the deal -- Towards lifelong learning.
Provides the manager - and all those who negotiate - with a step-by-step guide to developing negotiating skills. Drawing on the skills of numerous negotiation skills workshops, it guides the manager through the key areas of the deal-making process.