Abstract
If we had to agree on only one key personal trait a professional buyer must possess, it would be the ability to negotiate. Most of us tend to underestimate our power to influence others.
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Notes
First published in the late 1960s when the senior author wrote the American Management Association’s Bulletin #50, “Developing the Negotiating Skills of the Buyer.” This updated version is timely today.
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© 1997 Springer Science+Business Media Dordrecht
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Pooler, V.H., Pooler, D.J. (1997). Negotiations—Keystone of Effective Buying. In: Purchasing and Supply Management. Chapman & Hall Materials Management/Logistics Series. Springer, Boston, MA. https://doi.org/10.1007/978-1-4615-6027-2_11
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DOI: https://doi.org/10.1007/978-1-4615-6027-2_11
Publisher Name: Springer, Boston, MA
Print ISBN: 978-1-4613-7762-7
Online ISBN: 978-1-4615-6027-2
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