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This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. The text has been updated and revised, and employs a more user-friendly aproach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text rather than being treated as a separate entity.
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Contract Negotiation Handbook, P. D. V. Marsh
- Language
- Released
- 1984
- Binding
- (Hardcover)
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- Title
- Contract Negotiation Handbook
- Language
- English
- Authors
- P. D. V. Marsh
- Publisher
- Gower Publishing Company, Limited
- Released
- 1984
- Format
- Hardcover
- ISBN10
- 0566024039
- ISBN13
- 9780566024030
- Series
- Categories
- Tags
- Business
- Rating
- 3.5 out of 5
- Description
- This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. The text has been updated and revised, and employs a more user-friendly aproach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text rather than being treated as a separate entity.