Added Value Negotiating: The Breakthrough Method for Building Better Deals

by Steve Albrecht

The traditional, adversarial approach to negotiating, taught in books, seminars, and business courses all over the world, is a reductive approach: each side seeks to gain as much as possible by minimizing the value obtained by the other. If both parties are "tough negotiators," they'll succeed at the second objective and fail at the first. The result: minimum value for both sides. The age-old rules are known; keep your "opponent" guessing; don't give...

• Format: Paperback
• Language: English
• ISBN: 0913351229
• ISBN13: 9780913351222
• Release Date: December 2008
• Publisher: Karl Albrecht International
• Length: 192 Pages
• Weight: 0.58 lbs.
• Dimensions: 0.4" x 6.0" x 9.0"