Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation
Bruce Patton
Forget haggling and intimidation. A successful negotiation can strengthen relationships and create value for both sides. Most people intuitively feel a tension in negotiation between pushing for the most attractive deal available and maintaining a good relationship. It seems like a trade-off. But in today's business climate, it's critical that we achieve both goals. Meeting these twin goals requires a more collaborative--though still hardheaded--method to negotiation. Learn the techniques of this approach.
Année:
2004
Editeur::
Harvard Business School Publishing
Langue:
english
Pages:
3
Fichier:
PDF, 90 KB
IPFS:
,
english, 2004