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Strategic Negotiation

A Breakthrough Four-Step Process for Effective Business Negotiation

Strategic Negotiation by Brian J. Dietmeyer
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Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.
Dearborn Trade Publishing; May 2004
224 pages; ISBN 9781597341561
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Title: Strategic Negotiation
Author: Brian J. Dietmeyer