书目

IT'SANEVENBETTERDEAL

内容简介

do'negotiationdoesn'tdependoninborngiftstoanygreatextent-negotiationisaskillthatcanbelearnedandpracticed,ifnoteverquiteperfected.TheOriginalIt'saDealwaslargelyaimedatbuyersbecausesalespeopletendtoreceivetraininginnegotiation-buyersbyandlargelessso.Thisneweditionisn'tintendedsolelyforbuyers,however.AlthoughitislargelycouchedinthelanguagePurchasing,therearemanyinsightsandpiecesofadvicewhichsalespeopleandthoseinvolvedincontractmanagement,outsourcingetc.,couldalsoreadwithadvantage.Increasinglyinbusiness,peoplehavetobebothbuyersandsellers.Beforeapurchasingmanagergetstonegotiatethebigdeal,heorshemayalreadyhavehadtonegotiateinternally-tosecureprojectapproval,financeandsoon.Sothebuyer,inthatinstanceistheseller.

作者简介

PaulSteelewasoneofthefoundersofPMMSConsultingGroupin1977.TheGroupisnowtheleadingnichespecialistPurchasingandSupplyChainConsultancywithofficesintheUK;toronto;HongKong,SingaporeandKualaLumpur;Sydney,MelbourneandAuckland.Aboveall,Paulisnotafollowerofbusinessfashionbutpromotestestedandsustainableapproachestothechallengesthatfaceprocurement.Heistheco-authorofthreeinternationalbestsellingpurchasingandnegotiationtextbooks.It'saDealandProfitablePurchasingStrategiesbothpublishedbyMcGraw-Hillin1989and1996respectively.HisbookBusinessNegotiationwaspublishedbyGowerin1998.

—  END  —