Negotiation in property management – 2

Discusses the steps taken prior to face‐to‐face contact between the egotiating parties, from strategic considerations to the planning and preparation involved in reaching a satisfactory agreement. Concludes that a well‐planned negotiating strategy involves: prioritized objectives, accurate assessment of the other parties, consequences of on‐agreement, and an appreciation of the tactics of bargaining.

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Year of publication:	1989
Authors:	Sadler, M.
Published in:	Property Management. - MCB UP Ltd, ISSN 1758-731X, ZDB-ID 2024622-5. - Vol. 7.1989, 1, p. 13-18
Publisher:	MCB UP Ltd
Subject:	Negotiating \| Property management \| Strategy

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000003313 [DOI]
Source:	Other ZBW resources

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