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ISBN: 0793183049Издательство: Kaplan Business
Год издания: 2004
Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation , Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings: * Estimating the negotiation . What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal. * Validating the estimation . A...