EYEBALL TO EYEBALL: THE SKILL OF NEGOTIATING IN BUYING
R.A. MA Forrester
(Senior Lecturer in Retail Management at the North West Regional Management Centre, St Helens, and consultant in retail management and buying. He was associated for 20 years with a major retail organisation in the UK and Canada.)
B. Farrington , M Sc FlnstPS
(Senior Lecturer in Purchasing at the North‐West Regional Management Centre, and Purchasing Consultant. He has spent 12 years in industrial buying with major companies.)
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Abstract
The lack of negotiating skills is one of the weakest points in the armoury of the retail buyer, our authors assert, and this is largely because the buyer has never received any instruction in it. But negotiation training can be provided—and this article explains how.
Citation
Forrester, R.A.M., Farrington, B. and Sc FlnstPS, M. (1976), "EYEBALL TO EYEBALL: THE SKILL OF NEGOTIATING IN BUYING", Retail and Distribution Management, Vol. 4 No. 5, pp. 28-30. https://doi.org/10.1108/eb017860
Publisher
:MCB UP Ltd
Copyright © 1976, MCB UP Limited