The Skills of Negotiating

by W. Richard Scott and Bill Scott

A systematic treatment of the negotiating process, covering key areas such as objective-setting, preparation, and structuring the meeting. Introduces a number of techniques and tactical ploys that give immediate advantage to the user. The methods outlined have been developed and tested by over 400 negotiators representing a variety of businesses in many different countries.

• Format: Hardcover
• Language: English
• ISBN: 0470272198
• ISBN13: 9780470272190
• Release Date: November 1981
• Publisher: John Wiley & Sons
• Length: 244 Pages
• Weight: 0.95 lbs.