A01=Larry Cairns
Author_Larry Cairns
Category=KJN
Category=KJP
Category=KNX
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Product details
- ISBN 9780745310121
- Weight: 244g
- Dimensions: 135 x 215mm
- Publication Date: 20 Sep 1996
- Publisher: Pluto Press
- Publication City/Country: GB
- Product Form: Paperback
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More and more people are now involved in negotiations at all levels in workplaces around the world. Clear and accessible, this invaluable handbook provides sound guidelines for all individuals and group representatives engaged in negotiating with management or colleagues.
Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.
Using case studies to illustrate each stage, Larry Cairns offers practical advice on every aspect of the negotiating process, from basic concepts through to closing and editing the deal, including; Planning and preparing for negotiations,resolving intra-group conflict, across-the-table negotiations, power and attitude in negotiations, negotiators and the law, implementing the deal.
Larry Cairns is a senior member of the Scottish Trades Union Congress. He has been a shop steward at Rolls-Royce and has had over 30 years experience of negotiating with companies of all sizes at local and national levels.
