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Added Value Negotiating: The Breakthrough Method for Building Balanced Deals

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This book employs a noncombative, five-step negotiating style that focuses on interests, develops options, and creates deals that beneift everyone involved. By completely avoiding the traditional offer/counter-offer pscyhology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. This new format for negotiating works by giving the other party choices among carefully designed packages rather than forcing them to counterattack against a single proposal.

Added Value Negotiating: The Breakthrough Method for Building Balanced Deals 1993, McGraw-Hill Companies

ISBN-13: 9781556239670

Hardcover

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