Negotiations Without a Loser
Af Iwar Unt
Udgivet på Copenhagen Business School 2001 i 26 lande. Bogen er pris vinder og bl.a. kåret som årets management bog i Sverige. 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 obtains also insight into the rules, dynamics and psychology of negotiations. Numerous examples illustrate the arguments.
Anyone who purchases anything will find this book important. Anyone who sells, obviously, should find this thin volume must reading. It is an important work for negotiators in general who seek to create added value in their agreements.
John D. Baker, Ph.D., The Negotiator Magazine jan 2003