Chapter 9. Negotiating Fundamentals
After reading this chapter, students should be able to:
▪ Understand the fundamentals of negotiations
▪ Identify different negotiating approaches
▪ Analyze the role of emotions in negotiations
▪ Enumerate the various elements vital to negotiating contracts
▪ Recognize how to manage negotiated contracts
Tech Venture Insight
Skillful Negotiations Can Make or Break a Business
Michael Dell has been named entrepreneur of the year many times and has a net worth today estimated at $17.3 billion. His story begins in 1984 when he took a $1,000 loan from his grandparents to set up a business in his dorm room at the University of Texas, selling custom-made computers directly to the consumer. Dell adopted this unique approach to ...
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