LibGuides: ENT-5120: Lesson 4 Resources

Lesson 4 Resources

Emotion and the Art of Negotiation
BROOKS, A (2015) Emotion and the Art of Negotiation. Harvard Business Review.
What is a Deal Structure
Tatum (2022). What is a deal Structure?
https://www.smartcapitalmind.com/what-is-a-deal-structure.htm
The Difference Between Adversarial, Collaborative & Consultative Sales Negotiations
Richardson (2022). The Difference Between Adversarial, Collaborative & Consultative Sales Negotiations
https://www.richardson.com/blog/adversarial-collaborative-consultative-negotiations/
How to Master the Art of Negotiation
Curtis, G (2021) How to Master the Art of Negotiation