Descripció
This book presents a synthesis of existing negotiation theories, leading to a set of techniques and tools to achieve fruitful, creative negotiation processes where no one loses. To do so, you'll learn to manage negotiations through three dimensions:? Problems: What problem needs solving?? People: Who are you negotiating with?? Processes: How will you proceed?These dimensions will help manage business operations effectively.The philosophy of this approach can be summed up in one phrase: the agreement should be The Secret Art of Negotiation.