TY  - BOOK
AU  - Fleming, Peter
TI  - Negotiating the better deal
SN  - 0415125677
AV  - GC BF 637 .N4F59 1997 97-5333
PY  - 1997///
CY  - London
PB  - International Thomson Business Press
KW  - NEGOTIATION
N1  - 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
N2  - 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
ER  -