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ISBN: 8-76300-085-7Издательство: Copenhagen Business School Press
Honored as Swedish Management Book of the Year , this book offers entertaining reading and provides a new attitude to negotiations: not win-lose, but win-win. Sales managers, business executives, and many professionals negotiate very data, not only with customers and contractors but also with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight, but rather a search for added value, aiming for results with more than one winner.