by Roger Perrotin · Gestión 2000 · tapa blanda · ISBN 9788480881654
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«Optimizando las compras» is the purchasing negotiation guide by Roger Perrotin and Pierre Heusschen, published by Gestión 2000 in paperback (192 pages).
The work explains how to approach a negotiation in the purchasing area: preparing with checklists, planning the development through a strategy inspired by chess, and applying tactics to unblock situations and handle the seller's objections. It includes real examples of common purchasing situations.
The work was published in 1997 and carries the subtitle «Las claves de una negociación eficaz».
It is a book for purchasing managers, sales staff, and business professionals who want to refine their negotiating skills.
