00000nam 2200000 4500 INLIS000000000001840 20221112105637 0010-0520001840 221112################|##########|#eng## 0-556-08021-4 eng 658.7 658.7 MAR c Marsh, P.D.V Contract Negotiation Handbook / P.D.V. Marsh Hampshire : Gower, 2000 x, 337 p. ; 25 cm Indeks : Index (p. 335-337) 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. 1. Negotiation in business 2. Contracts 3rd Ed. 07594/MKRI-P/XII-2007 07594/MKRI-P/XII-2007