MTU Cork Library Catalogue

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Contract negotiation handbook / P.D.V. Marsh.

By: Marsh, P. D. V.
Material type: materialTypeLabelBookSeries: Gower Press handbook: Publisher: Epping : Gower Press, 1974Description: xviii, 394 p : ill ; 24 cm.ISBN: 0716100738.Subject(s): Business | Contracts | NegotiationDDC classification: 658.3154
Contents:
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
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Store Item 658.3154 (Browse shelf(Opens below)) 1 Available 00028776
Total holds: 0

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

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