Improving Negotiated Results: Making Negotiation a Business Process

Published: 10 Mar 2004 Average Rating: unrated Print

Negotiations are no longer predictable, infrequent events that can be handled by a few skilled professionals. In today"s business environment, negotiations occur daily. Moreover, they are increasingly dynamic, involving numerous people throughout the organization, often for extended periods of time. With the rise in strategic sourcing and integrated sales, and companies" increased reliance on acquisitions and alliances, negotiations have become more complex and more critical to business success.

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