search query: @author Rand, J. F. / total: 3
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| Author: | Rand, J. F. |
| Title: | Negotiating; master the possibilities |
| Journal: | Personnel Journal
1987 : JUN, VOL. 66:6, p. 90-95 |
| Index terms: | NEGOTIATION DECISION MAKING |
| Language: | eng |
| Abstract: | Negotiation is defined as a vehicle to help individuals and organizations resolve their issues in a mutually acceptable manner. The steps of the preparation phase are: obtaining informations; deciding should be part of the negotiation team; establishing objectives and strategies. Some points to follow in communicating the offers of each party are given. A careful analysis of the documenting methodology of the negotiation session is emphasized. Finally, some questions to consider during the dialogue phase are presented. |
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