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TitleContract negotiation handbook
Author P. D. V. Marsh
Imprint Epping : Gower Press, 1974
Descript xviii, 394 p. : ill. ; 24 cm

CONTENT

The Planning process -- Decision techniques -- Establishment of the target objective -- Appraisal of the target objective and formution of the negotiating objective -- Strategy selection -- The Level of the first offer -- The Psychology of negotiation -- Organization and administration: The Negotiating team -- Communication and security -- The Negotiating brief -- The Negotiating plan -- Conducting the rehearsal -- Structure and sequence of the negotiating: The Approach -- The Opening -- Review of the opening -- The Follow up -- Identifying the bargain -- Concluding the bargain -- Negotiating tactics: Attitudinal tactics -- Situation tactics


Negotiation in business Contracts

LOCATIONCALL#STATUS
Law Library (3rd Floor)K/Eng.500 M352c 1974CHECK SHELVES
Law Library (3rd Floor)K/Eng.500 M352c 1974CHECK SHELVES

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