Negotiate Better Deals

Negotiate Better Deals

Serious negotiation begins when two parties are prepared to make an exchange for mutual advantage. Company A has something to offer Company B which Company B values more than Company A. Likewise, Company B has something to offer Company A which Company A values more than Company B. Reciprocation is...

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Veröffentlicht in:Equal Opportunities International 1997-03, Vol.16 (3), p.13-25
Hauptverfasser: Dobbins, Richard, Pettman, Barrie O
Format: Artikel
Sprache:eng
Schlagworte:
Guidelines
Interpersonal communication
Management consultants
Negotiations
Planning
Success
Online-Zugang:Volltext
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Beschreibung
Zusammenfassung:Serious negotiation begins when two parties are prepared to make an exchange for mutual advantage. Company A has something to offer Company B which Company B values more than Company A. Likewise, Company B has something to offer Company A which Company A values more than Company B. Reciprocation is possible. A successful negotiation can lead to the improvement in the conditions of both parties. There are usually five phases in any negotiation.
ISSN:0261-0159
2040-7149
1758-7093
2040-7157
DOI:10.1108/eb010684