Why do smart people make such stupid mistakes? : a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people /: a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people. (2011)

• Record Type: Book
• Further Information: Note: Chris Merrington.
• Authors: Merrington, Chris
• Contents: Why do smart people make such stupid mistakes? -- Negotiation principles -- A front-foot mindset -- Work smarter, not harder -- Differentiation and winning new business -- Pricing profitably -- Charging higher fees -- That's a good question -- Internal negotiations and supplier negotiations -- Procurement -- In conclusion.
• Publisher Details: St Albans : Ecademy Press
• Publication Date: 2011
• Extent: 1 online resource (250 pages), illustrations
• Subjects: 658.4052; BUSINESS & ECONOMICS -- Business Communication -- General; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior; Customer relations; Negotiation in business; Advertising; Business communication & presentation; Business strategy; Management & management techniques; Sales & marketing; Business negotiation; BUSINESS & ECONOMICS -- Negotiating; BUSINESS & ECONOMICS -- Marketing -- General; BUSINESS & ECONOMICS -- Corporate Finance; BUSINESS & ECONOMICS -- Development -- Business Development; BUSINESS & ECONOMICS -- Finance; BUSINESS & ECONOMICS -- Skills; BUSINESS & ECONOMICS -- Knowledge Capital; BUSINESS & ECONOMICS -- Money & Monetary Policy; Negotiation in business; Customer relations; Electronic books
• Languages: English
• ISBNs: 9781784520540; 1784520543
• Notes: Note: Online resource; title from PDF title page (EBSCO, viewed January 3, 2017)
• 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.