01291     2200253   4500001002100000005001500021035002000036008004100056020001800097041000800115082001000123084001600133100001700149245005000166260003000216300002300246500003200269520062400301650003100925650001700956250001200973990002600985990002601011INLIS00000000000184020221112105637  a0010-0520001840221112                |          | eng    a0-556-08021-4  aeng  a658.7  a658.7 MAR c0 aMarsh, P.D.V1 aContract Negotiation Handbook /cP.D.V. Marsh  aHampshire :bGower,c2000  ax, 337 p. ;c25 cm  aIndeks : Index (p. 335-337)  aThis text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. This classic text has now been thoroughly updated and revised, employing a more user-friendly approach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated troughout the text, rather than being treated as a separate entity. 4a1. Negotiation in business 4a2. Contracts  a3rd Ed.  a07594/MKRI-P/XII-2007  a07594/MKRI-P/XII-2007