by Pierre Heusschen, Roger Perrotin · Gestión 2000 · tapa blanda · ISBN 9788480887588
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«Optimizando las compras» is the purchasing negotiation manual by Pierre Heusschen and Roger Perrotin, published by Gestión 2000 in paperback.
For many companies, knowing how to buy is key to success. It presents techniques for negotiating optimally: preparation with a checklist, planning using chess strategy, tactical aids to unblock situations and handle seller objections, and real examples from buyer practice.
A 192-page work in Spanish, part of the Operaciones collection. Originally published in 2003; this edition is from 2007.
For purchasing professionals and sales staff who want to improve their negotiation skills.
