Negotiation in property management – 3: techniques and tactics

Discusses how the various stages in the negotiation process can be completed to give a fair chance of success. Lists these stages as: discussion, signalling, proposing, packaging, bargaining, closing, and agreeing. Concludes that the structure of negotiations is consistent, and that the two steps to becoming a successful negotiator are, first, understanding the stages, and second, acquiring the necessary practical skills.

MoreLess

Year of publication:	1989
Authors:	Sadler, M.
Published in:	Property Management. - MCB UP Ltd, ISSN 1758-731X, ZDB-ID 2024622-5. - Vol. 7.1989, 2, p. 130-136
Publisher:	MCB UP Ltd
Subject:	Bargaining \| Discussions \| Negotiating \| Property management

More details

Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000003322 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014972180