Negotiation

by H, a, r, v, a, r, d, , B, u, s, i, n, e, s, s, , S, c, h, o, o, l

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Title Statements

Full title :Negotiation.

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:9781591391111, 1591391113
oclc:on1012702127
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.