Paul T Steele and Tom Beasor
Ashgate
Paperback
270
1999
Starting by demonstrating the importance negotiation plays in both commercial and interpersonal relationships Business Negotiation then takes the reader through 20 developmental steps which cover: objective setting and planning the first phases of negotiation managing movement and completing the deal. Each step features a knowledge and skill building exercise tips and techniques including: example scripts negotiation tactics practical exercises dilemmas and suggested solutions key points.