Contract negotiation handbook / P.D.V. Marsh.
By: Marsh, P. D. V.
Material type: BookSeries: Gower Press handbook: Publisher: Epping : Gower Press, 1974Description: xviii, 394 p : ill ; 24 cm.ISBN: 0716100738.Subject(s): Business | Contracts | NegotiationDDC classification: 658.3154Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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General Lending | MTU Bishopstown Library Store Item | 658.3154 (Browse shelf(Opens below)) | 1 | Available | 00028776 |
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Includes index.
The planning process -- Decision techniques -- Establishment of the target objective -- Appraisal of the target objective and formulation of the negotiating objective -- Strategy selection -- The level of the first offer -- The psychology of negotiation -- The negotiating team -- Communication and security -- The negotiating brief -- The negotiating plan -- Conducting the rehersal -- The approach -- The opening -- Review of the opening -- The follow up -- Identifying the bargain -- Concluding the bargain -- Attitudinal tactics -- Situation tactics