How to handle "extreme" negotiations with suppliers

When negotiating in high-stakes, high-risk ('extreme") situations with suppliers, the tendency is to act quickly and forcefully. Yet acting in haste to take charge and look in control often leads to disappointing, even dangerous, results. A better approach: slow down the pace of the negotiation, understand the other side's position, and work toward a more collaborative negotiation process.


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  • Accession Number: 01491077
  • Record Type: Publication
  • Source Agency: Northwestern University Transportation Library
  • Files: TLIB
  • Created Date: Sep 3 2013 10:53AM