Negotiation

Type Book

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Offering practical advice to help any manager broker better deals and effectively mediate disputes, this text discusses a multitude of topics, including multiparty negotiations, assessing opponents, and determining your sources of power and authority in a negotiation.

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Title Statements

Full title :Negotiation / [written by 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.

The Physical Object

Description:xiv, 170 pages ; : 24 cm

Edition Identifiers

ISBN:1591391113, 9781591391111
oclc:ocn671973427
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.