Honoured as Swedish Management Book of the Year, this book offers entertaining reading and provides a new attitude to negotiations: not win-lose, but win-win. Sales managers, business executives, and many professionals negotiate every day, not only with customers and contractors but with colleagues, managers and union representatives. The author argues strongly that negotiations should not be a fight over getting the biggest piece of the cake, but rather a search for added value, aiming at results with more than one winner. Successful negotiations require the ability to identify the needs and the negotiation margins of your counterpart, careful preparations and a close look at the total economy and possible alternatives. The reader of this book learns not only more about efficient negotiations, but also obtains insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments.

Negotiations Without a Loser

Business & Money

Unt, Iwar

Management & Leadership

CBS Press

See the best price to sell, buy, or rent books by Unt, Iwar. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Unt, Iwar

See the best price to sell, buy, or rent books by Unt, Iwar. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Negotiations Without a Loser