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Advanced Negotiation Techniques by Alan McCarthy, Steve Hay

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CHAPTER  15

Strategic Framework for Negotiation

In working with our clients around the world we have found that ineffective negotiation is often due to the lack of an adequate framework to plan, guide, and support successful negotiations. Our commercial clients range from large international companies where you might expect there to be an effective support framework to small enterprises where you may not be surprised to find no adequate internal advice or processes to allow negotiations to be more successful. Most of these organizations know they must maintain an effective business strategy; they recognize the importance of creating a relevant purchasing strategy and put a lot of thought into their sales strategy. However, many do not seem to ...

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