Business-to-business negotiation:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Oxford
Butterworth-Heinemann
1991
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | X, 180 S. |
| ISBN: | 0750603003 |
Staff View
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Record in the Search Index
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| adam_text | Contents
Preface vii
1 An introduction to negotiation 1
2 A framework for negotiation 24
3 Preparation for negotiation 36
4 The seller s preparation for negotiation 37
5 The buyer s preparation for negotiation 47
6 The tendering process 59
7 Bargaining strength 65
8 Strategy and tactics in negotiation 77
9 Managing the negotiation 94
10 Negotiation communication
11 Issues in negotiation *2
12 Reviewing the principles of negotiation 152
Appendix 1 The cultural dimension 160
Appendix 2 Sources of information 165
/mfex 171
|
| any_adam_object | 1 |
| author | Holmes, George Glaser, Stan |
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| callnumber-label | HD58 |
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| callnumber-search | HD58.6 |
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| dewey-ones | 658 - General management |
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| dewey-search | 658.4 |
| dewey-sort | 3658.4 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Not Illustrated |
| indexdate | 2024-07-09T16:36:56Z |
| institution | BVB |
| isbn | 0750603003 |
| language | English |
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| physical | X, 180 S. |
| publishDate | 1991 |
| publishDateSearch | 1991 |
| publishDateSort | 1991 |
| publisher | Butterworth-Heinemann |
| record_format | marc |
| spelling | Holmes, George Verfasser aut Business-to-business negotiation George Holmes and Stan Glaser Oxford Butterworth-Heinemann 1991 X, 180 S. txt rdacontent n rdamedia nc rdacarrier Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 s DE-604 Glaser, Stan Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003708899&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Holmes, George Glaser, Stan Business-to-business negotiation Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4187777-9 |
| title | Business-to-business negotiation |
| title_auth | Business-to-business negotiation |
| title_exact_search | Business-to-business negotiation |
| title_full | Business-to-business negotiation George Holmes and Stan Glaser |
| title_fullStr | Business-to-business negotiation George Holmes and Stan Glaser |
| title_full_unstemmed | Business-to-business negotiation George Holmes and Stan Glaser |
| title_short | Business-to-business negotiation |
| title_sort | business to business negotiation |
| topic | Negotiation in business Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Negotiation in business Verhandlungsführung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003708899&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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