by Gavin Kennedy, John Benson, John McMillan · Random House Business Books · tapa blanda · ISBN 9780091688912
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«Managing Negotiations» is the negotiation manual by Gavin Kennedy, John Benson and John McMillan, published by Random House Business Books in paperback.
Guide to preparing and conducting business, industrial relations or diplomatic negotiations. It proposes a four-phase process —prepare, discuss, propose and negotiate— and reviews strategies and tactics for closing deals effectively. Includes case studies, lists of common mistakes and chapters on commercial and labour negotiation.
Third revised edition, with the cover subtitle «How to Get a Better Deal», 240 pages and text in English.
Aimed at executives, buyers, HR managers and professionals involved in commercial or labour negotiations.
born:1940-02-20|; Kennedy, Gavin, 1940-....; Kennedy, G.; كينيدي، جيفين، 1941-
