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Synopsis
This is a resource that managers can turn to for many proven tactics, dead-lock solutions and instant answers to specific problems that occur during negotiations. Presented in a reader-friendly, question-and-answer format, this book covers: negotiating from a position of strength; using concessions to get a better deal; overcoming price objections; working around a stubborn negotiator; blunting intimidation tricks; handling ultimatums; foolproof ways to call any bluff; and building trusts that prove worthwhile.
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From the Back Cover
The Manager's Negotiating Answer Book gives you fast access to the kind of negotiating help you really need on the job. Using word-for-word scripts and examples, it guides you through all types of typical negotiating situations, from getting the best possible prices from vendors to justifying budget requests with your boss.
About the Author
Fuller is a veteran business writer w/more than 20 yrs of management experience
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- PublisherPrentice Hall Direct
- Publication date1995
- ISBN 10 0131559214
- ISBN 13 9780131559219
- BindingHardcover
- LanguageEnglish
- Edition number1
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The Manager's Negotiating Answer Book
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Paramus, NJ, U.S.A.: Prentice Hall PTR, 1995, 1995
ISBN 10: 0131559214
ISBN 13: 9780131559219
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