TY  - BOOK
ED  - Harvard Business School.
ED  - Society for Human Resource Management (U.S.)
TI  - The essentials of negotiation
T2  - The business literacy for HR professionals series
SN  - 1591395747 (pbk.)
U1  - 658.30014 
PY  - 2005///
CY  - Boston, Mass., Alexandria, Va.
PB  - Harvard Business School Press, Society for Human Resource Management
KW  - Negotiation in business
KW  - Personnel management
N1  - Includes bibliographical references (p. 317-322) and index; Introduction. - 1. Negotiation and the HR professional. - 2. The HR professional as negotiation agent. - 3. Types of negotiation. - 4. The importance of relationships. - 5. Four key concepts. - 6. Preparing for a negotiation. - 7.  Negotiation strategies. - 8. Frequently asked tactical questions. - 9. Manipulative negotiation ploys. - 10. Barriers to agreement. - 11. Mental errors. - 12. Negotiations with job seekers and employees. - 13. Negotiations with your boss, peer managers, and senior executives. - 14. Negotiations with vendors and consultants. - 15. Negotiations with labor unions. - 16. Negotiations over legal disputes. - 17. Negotiations related to mergers and acquisitions. - 18. Making negotiation a core capability. - 19. Sharpening your skills, benefiting your company. - Notes. - Glossary. - For further reading. - Index. - About the series adviser. - About the subject adviser. - About the writers. - About the society for human resource management. - Acknowledgments
ER  -