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.
Read More ↓Title Statements
- Full title :Harvard business essentials : negotiation.
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.
Read More ↓Edition Statements
- Publication Date:©2003.
Publication Statements
- Publisher(s):Harvard Business School Press
- Place of Publication:Boston
- Language:eng
- Publication Date:©2003.
The Physical Object
- Description:xiv, 170 pages : : illustrations ; : 24 cm.
Edition Identifiers
- ISBN:1591391113, 9781591391111
- oclc:ocm52359383
- LC Classification:HD58.6
- Dewey Decimal:658.4052
Table of 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.
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