Harvard business essentials : negotiation.Series: The Harvard business essentials series. Publisher: Boston, Mass. : Harvard Business School Press, c2003Description: xiv, 170 p. : ill. ; 24 cm.ISBN: 1591391113 (pbk.).Other title: Negotiation.Subject(s): Negotiation in businessDDC classification: 658.4052
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Includes bibliographical references (p. 151-153) and index.
Introduction. - 1. Types of Negotiation: Many Paths to a Deal. - 2. Four Key Concepts: Your Starting Points. - 3. Preparation: Nine Steps to a Deal. - 4. Table Tactics: How to Play the Game Well. - 5. Frequently Asked Tactical Questions: Answers You Need. - 6. Barriers to Agreement: How to Recognize and Overcome Them. - 7. Mental Errors: How to Recognize and Avoid Them. - 8. When Relationships Matter: A Different Notion of Winning. - 9. Negotiating for Others: Whose Interests Come First? - 10. Negotiation Skills: Building Organizational Competence. - Appendix: Useful Implementation Tools. - Notes. - Glossary. - For Further Reading. - Index. - About the Subject Advisor. - About the Writer.