Essential Negotiation: An A to Z Guide
What one really needs to know to become an effective negotiator, clearly and succinctly written for the layperson and businessperson.
The Essential A–Z Guides are lively, practical resources for business and investment professionals, as well as politicians, public servants, and students. Each book contains hundreds of entries that concisely explain the subject’s concept in a handy reference that complements any business library.
The complete series includes these four titles:
Essentials for Board Directors
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accept add-on adjournment agent agree agreement arbitration assets ation auction avoid bargaining batna behaviour believe better bidder buyer cash cash on delivery clauses commitment competitive concessions conflict consider contract costs Counter criteria deadlines deadlock deal decision delivery demands dispute Dutch auction Edinburgh Business School employees exchange expect expected value expensive fiduciary trust final offer gazumping give go-between guanxi interests intimidation issues lawyers licensee manipulate meet move mutual negotiator's option outcome package party party's payment PENDULUM ARBITRATION performance performance bond phase position prefer preparation principal-agent problems principled negotiation Prisoner's dilemma problem proposals questions reduce relationship rent review require restrictive covenant risk sell seller settle settlement signal solution sometimes specific stance strategy strike supplier target termination terrorists threat threatening trade trust union vulnerable warranties