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Project Procurement: A Real-World Guide for Procurement Skills by Ajay Bhargove

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CHAPTER

6

The Game of Negotiation

Like it or not, you are a negotiator like everybody else. This is a fact of life; everybody is negotiating all the time. You discuss a raise in your salary or position (or both) with your boss. You try to agree with a stranger on a price for his house. Two lawyers try to settle a lawsuit arising from a small fight or car accident. A group of power equipment manufacturing companies plan a joint venture for bidding for a steam power plant. A police commissioner of the city meets with union leaders to avert a transit strike. The Indian Minister for External Affairs sits down with his Pakistani counterpart to seek an agreement for limiting nuclear missile use against each other. All of these are negotiations. ...

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