Negotiation for purchasing professionals. (2016)

• Record Type: Book
• Further Information: Note: By Jonathan O'Brien.
• Authors: O'Brien, Jonathan, 1967-
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'><ul style='padding-top:0;list-style:none;'>Chapter - 1: Introducing negotiation Chapter - 2: Countering the seller's advantage Chapter - 3: Red Sheet - a winning process for negotiation Chapter - 4: Planning the negotiation Chapter - 5: Negotiating across cultures Chapter - 6: Personality and negotiation Chapter - 7: Power Chapter - 8: Game theory in negotiation Chapter - 9: Defining outcomes Chapter - 10: The negotiating event Chapter - 11: Winning event tactics Chapter - 12: Body Language Chapter - 13: Managing what you say and how you say it Chapter - 14: Making it a success
• Edition: Second edition
• Publisher Details: London : KoganPage
• Publication Date: 2016
• Extent: 1 online resource
• Subjects: 658.72; Purchasing; Negotiation in business
• Languages: English
• ISBNs: 9780749477318
• Related ISBNs: 9780749477301
• Notes: Note: Description based on CIP data; item not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.