Note: The f and t following page numbers refers to figures and tables, respectively.
A
agreements: planning, 8f-9f; response negotiation, 24 analysis, 39—42 Arnold, J. R. T., 39
B
business plans, 3—4buying the business negotiation, 25
C
Competitive Strategy (Porter), 53 contracts, 43—50 co-op funds, 49cost: decreases and negotiation tactics, 37; reductions, 44—45
D
disagree/agree response negotiation, 24 Dun & Bradstreet (D&B), 12
E
Effective Negotiating (Karrass), 23 environment for negotiation tactics, 31-32evergreen contracts, 32
F
face-to-face negotiation, 25 Fisher, R., 35
G
Getting to Yes (Fisher and Ury), 35 Give and Take (Karrass), 19 goals and objectives, 19-21,21f-22f good guy-bad guy routine negotiation tactic, 33-34 ...
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