Table of Contents

Contents: Part 1 Introduction to Negotiation: Negotiation - what is it?; What relationship?; Which style? Part 2 Practical Negotiation: Objective setting and planning; The first phases; Managing movement; The end of the road; Index.

About the Author

Paul T. Steele and Tom Beasor are negotiators of long experience who have all too often seen a negotiator talk at the wrong moment, miss opportunities, or ruin a promising situation by taking the wrong approach. A major influence in the design of this book has been their experience in running over 1000 seminars and conferences on negotiation all over the world. Apart from extensive lecturing experience, they have also worked as consultants for many organizations in both the public and private sectors. They are directors of PMMS Consulting Group, and Paul has written two highly acclaimed books - It’s a Deal and Profitable Purchasing Strategies. Their work regularly takes them overseas to the USA, Russia, Japan and the Far East, leading teams and/or troubleshooting on a wide variety of business problems.

Reviews

'This is an excellent book that I have no hesitation recommending to junior buyers with limited negotiating experience; managers who are keen to construct their own in-house negotiating training programme, but who cannot afford to hire Paul Steel et al; amateur buyers and, say accountants in small to medium sized enterprises ... and ... most important of all, ... directors of SMEs ... Overall, the book is full of sound ideas and useful activities. Unless you are already highly trained, you will not regret buying it.' Supply Management