Mastering High-Stakes Negotiations: A Comprehensive Review From Both Sides Of The Table

by Mark Bilgin

336 pages

Success of any negotiation depends on the team skills. This book contains valuable information, ideas, and techniques for individuals who take part in high-stakes negotiations in both leading and supporting roles. Mastering High-Stakes Negotiations is a valuable resource for growth minded buyers and sellers to learn soft and hard concepts.

Paperback

$18.95

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Category: Business	Read a FREE excerpt (requires Adobe Reader)
About the Book
The success of any negotiation depends on the skills of the team. This book contains valuable information, ideas, and techniques for individuals who take part in high-stakes negotiations in both leading and supporting roles. Mastering High-Stakes Negotiations will provide you with: The landscape from both sides of the table, providing insight into negotiation strategy. The fundamental dynamics of soft communication not only between the two negotiating parties but also between members of the negotiating team A rich learning experience from expert negotiators who have participated in high-stakes negotiations - an opportunity to learn what goes on behind closed doors. The indicators of a good tender that will allow you to optimize resources while maximizing results. A comprehensive review of relevant commercial terms and conditions, including the most common battlegrounds between seller and buyer.

About the Author

MARK M. BILGIN is a seasoned sales and procurement professional in the oil & gas industry. He is the principal category manager for Spectra Energy Corporation where he manages the enterprise-wide pipeline compression and power generation categories and directly responsible for the sourcing of over $300 million of annualized spend. He has authored twenty-five technical papers and manuals in the areas of ignition and flame propagation, diesel engine performance, gas turbine augmenter operability, commercial gas turbine performance characteristics. A graduate of Carnegie Mellon Tepper School of Business and University of Washington, he lives in Columbus, Ohio with his wife and daughter.