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Beyond Negotiation By John A. Carlisle

Beyond Negotiation
by John A. Carlisle

In Stock
Focusing on the need to overcome distrust between buyers and suppliers and to create better long-term relations, this study explains how to improve co-operation and interdependence, and how to change the way people think about the purchasing relationship and the process of procurement.
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Beyond Negotiation Summary

Beyond Negotiation: Redeeming Customer-Supplier Relationships by John A. Carlisle

A guide to effective techniques of negotiation in business and why they work. Considers the history of negotiation methods and their relevance to today's marketplace. Presents an organizational strategy for developing successful buyer-seller relationships based on the natural interdependence of the two parties. There is thoughtful discussion of how to balance risk and trust, including cogent criticism of the adversarial approach to negotiating. Offers guidelines for creating favorable negotiating conditions, and covers such topics as organizational development, touch-point management, management participation, and ethics.

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Table of Contents

Manufacturing - the Cinderella industry in the West; closing the competitive gap - involving the supplier; why the adversarial approach no longer works - if it ever did; buyer-seller interdependence; risk and trust - and the development of relationships; the development of organizations - and the implications for buyer/seller relations; an organizational strategy for developing buyer/supplier relationships; creating the right conditions; letting go the rock.

Additional information

Beyond Negotiation: Redeeming Customer-Supplier Relationships by John A. Carlisle
John A. Carlisle
Used - Very Good
John Wiley and Sons Ltd
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.