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The 6 Ps of Robust Negotiation
The Culture and 6 Ps of Robust Negotiation
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achieve Adventace alternatives Americans analyze Argentina Argentinean executives avoid barriers BATNA behavior Business Development businessmen buyer client closing mentality communication contract counterpart critical business issues deal decision makers Diagram different cultures difficult discount environment example expired product factors firm Getting to Yes global vision gotiation Guadalajara Habib Chamoun-Nicolas important interests International Negotiation John kilogram Latin Latin-American long-term Mexican Mexico Mexico City Monterrey needs negotiation process negotiation style negotiation table objective options P's of negotiation party percent person Peter phase players position power of negotiation preparation problem process of negotiation product or service products and services Prognosis proposal purchase reach an agreement relationship replies result risk robust negotiation Salacuse salesman sell sensitivity situation solutions specific strategy of negotiation things tiation tion Trato Hecho understand University of Houston Virtuous Circle William Ury win-win win/win negotiation