Negotiations Without a Loser

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Copenhagen Business School Press, 1999 - Negotiation in business - 158 pages
Honoured as Swedish Management Book of the Year, this book offers entertaining reading and provides a new attitude to negotiations: not win-lose, but win-win. Negotiations should not be a fight over getting the bigger part 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 negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The rules, dynamics and psychology of negotiations are illustrated by numerous examples.

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Negotiations from the standpoint of the buyer
Comparing offers on equal terms and preparing

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About the author (1999)

Unt is called "the father of the negotiation technique" in Sweden.

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