Keld Jensen Knihy

Authors examine the differences between negotiators who reached easy, quick and profitable partnerships and those whose negotiations were protracted and stressful, and resulted in poor deals or total failure.

Negotiate -your way to success It has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26billion! Negotiation is a psychological game between individuals. To play it effectively, you must know the game's rules.