Harvard business essentials: negotiation

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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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Title Statements

Full title :Harvard business essentials : negotiation / subject adviser, Michael Watkins ; writer, Richard Luecke.

Summary

Edition Statements

Publication Date:©2003.

Publication Statements

Publisher(s):Harvard Business School Press
Place of Publication:Boston, Mass
Language:eng
Publication Date:©2003.

Notes

Title from title screen.

The Physical Object

Description:1 online resource

Edition Identifiers

ISBN:9781422131718, 1422131718
oclc:ocn243597764
LC Classification:HD58.6
Dewey Decimal:658.4052

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.

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