by Karl Albrecht
"Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful." "This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deal
Ronald L. Bond
Mitchell, Donald
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