Harvard business essentials : negotiation.

Material type: TextTextPublication details: Boston : Harvard Business School Press, c2003Description: xiv, 170 p. : illustrationsISBN: 9781591391111; 1591391113 (alk. paper)Subject(s): Negotiation in businessDDC classification: 658.4052 Online resources: Click here to access online
Contents:
Types of negotiation : many paths to a deal -- Four key concepts : your starting points -- Preparation : nine steps to a deal -- Table tactics : how to play the game well -- Frequently asked tactical questions : answers you need -- Barriers to agreement : how to recognize and overcome them -- Mental errors : how to recognize and avoid them -- When relationships matter : a different notion of winning -- Negotiating for others : whose interests come first? -- Negotiation skills : building organizational competence.
Summary: Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.
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Item type Current library Collection Call number Status Date due Barcode Item holds
Reference Books Reference Books Main Library
Reference 		Reference 658.4052 HAR (Browse shelf(Opens below)) Available 012299
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Includes Index.

Types of negotiation : many paths to a deal --
Four key concepts : your starting points --
Preparation : nine steps to a deal --
Table tactics : how to play the game well --
Frequently asked tactical questions : answers you need --
Barriers to agreement : how to recognize and overcome them --
Mental errors : how to recognize and avoid them --
When relationships matter : a different notion of winning --
Negotiating for others : whose interests come first? --
Negotiation skills : building organizational competence.

Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

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