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Table of Contents
Acknowledgments
Introduction
Error No. 1
The principal goal of every negotiation is a win-win agreement
What is win-win, and why is it so popular?
Leave the judgment of “right” or “wrong” behind
Analyze your negotiation partner
Those who ask will win
Why win-win does not work
Long-term partnership
Summary of the negotiation tips
Error No. 2
A good preparation of the contents is essential
A plethora of information – the open book
Preparation on the OEM side
Preparation on the supplier si...
Acknowledgments
Introduction
Error No. 1
The principal goal of every negotiation is a win-win agreement
What is win-win, and why is it so popular?
Leave the judgment of “right” or “wrong” behind
Analyze your negotiation partner
Those who ask will win
Why win-win does not work
Long-term partnership
Summary of the negotiation tips
Error No. 2
A good preparation of the contents is essential
A plethora of information – the open book
Preparation on the OEM side
Preparation on the supplier si...