Comment : with 2 CD

ISBN 13 : 978-0-521-14992-1

Contents :
Developing negotiation skills
1. Preparing to negotiate
2. Relationship building
3. Establishing a procedure
4. The proposal stage
5. Questioning techniques
6. Exploring interests
7.The bargaining zone
8. Powers of persuasion
9. Handling breakdowns
10. Closing the deal
Audio script
Key and commentary
Additional materials
Online feedback forms

Language : English

Place of publishing : CAMBRIDGE

Location : Nice Library

Material : Paper

Statement : Présent

Owner : Bibliothèque