Riportiamo la recensione di Andrea Cordell del suo libro The Negotiation Handbook, edito da Taylor & Francis Inc., pubblicata sul magazine “The Procurement – Il futuro del Procurement” (Anno 5 Numero 1)
Negotiation is one of the core skills that all procurement professionals need to succeed in today’s commercial world. Arguably, it’s the most important commercial skill of all. Yet, despite the amazing scientific and technological advances of our society, we still cannot agree on some fundamental questions about negotiation:
- Which negotiation tools and techniques are best to use?
- Is there a recommended best practice or a “world class” standard?
- What is it that defines a “great” negotiator?
- Are the greatest negotiators born that way or are they made great over time?
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