Book Cover
Author Unt, Iwar.

Title Negotiations without a loser / Iwar Unt
Edition 1. ed
Published Copenhagen : Copenhagen Business School Press ; Herndon, VA : Copenhagen Business School Press, Books International Inc. [distributor], 1999
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Description 1 online resource (158 pages)
Contents The buyer's perspective. Negotiations from the standpoint of the buyer. Phase 1 -- Sending a letter of invitation to prospective suppliers. Phase 2 -- Comparing offers on equal terms and preparing for negotiations. Phase 3 -- Strategy -- The seller's perspective. Negotiations from the standpoint of the seller. Phase 1 -- Seeing the potential for making a sale. Phase 2 -- Choosing a strategy before making an offer. Phase 3 -- Preparing an offer and getting ready for negotiations. Phase 4 -- Strategy -- Advice on how to negotiate. Advice for negotiators. Bargaining. Negotiating effectively involves effective communication. Estimating your negotiating power. The importance of chemistry in how people interact
Summary "Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the bigger part of the cake, but rather a search for added value, aiming at results with more than one winner."
"Successful negotiations require the ability to identify the needs and negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but obtains also insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments."--Jacket
Notes Translated from Swedish
Print version record
Subject Negotiation in business.
Organization and Administration.
Negotiation in business.
Form Electronic book
ISBN 1621986756
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