=LDR  00000nam  2200000   4500
=001  INLIS000000000001840
=005  20221112105637
=035  ##$$a 0010-0520001840
=008  221112################|##########|#eng##
=020  ##$$a 0-556-08021-4
=041    $$a eng
=082  ##$$a 658.7
=084  ##$$a 658.7 MAR c
=100   #$$a Marsh, P.D.V
=245  1#$$a Contract Negotiation Handbook /$c P.D.V. Marsh
=260  ##$$a Hampshire :$b Gower,$c 2000
=300  ##$$a x, 337 p. ; $c 25 cm
=500  ##$$a Indeks : Index (p. 335-337)
=520  ##$$a This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. This classic text has now been thoroughly updated and revised, employing a more user-friendly approach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated troughout the text, rather than being treated as a separate entity.
=650   4$$a 1. Negotiation in business
=650   4$$a 2. Contracts
=250  ##$$a 3rd Ed.
=990  ##$$a 07594/MKRI-P/XII-2007
=990  ##$$a 07594/MKRI-P/XII-2007