Commercial negotiation skills

Industrial and Commercial Training

Volumn 36, Issue 6, 2004, Pages 229-233

  Ashcroft, Stephen ^a  

^a Brian Farrington Ltd   (United Kingdom)

Author keywords

Business planning; Negotiating; Skills

Indexed keywords

EID: 84986037712     PISSN: 00197858     EISSN: None     Source Type: Journal    
DOI: 10.1108/00197850410556658     Document Type: Article

References (5)

1. Farrington, B. and Waters, D.W.F. (1994), Managing Purchasing, Chapman and Hall, London.
2. Karass, C.L. (1974), Give and Take, Crowell, New York, NY.
3. Lax, D.A. and Sebenius, J.K. (1986), The Manager as Negotiator, Free Press, Macmillan, New York, NY.
4. Lysons, K. and Gillingham, M. (2003), Purchasing and Supply Chain Management, 6th ed., Prentice-Hall.
5. Monezka, R., Trent, R. and Handfield, R. (2002), Purchasing and Supply Chain Management, 2nd ed., South Western Thomson Learning, Ohio.