TY  - BOOK
TI  - Harvard business essentials: negotiation
SN  - 1591391113 (pbk.)
U1  - 658.4052 
PY  - 2003///
CY  - Boston, Mass.
PB  - Harvard Business School Press
KW  - Negotiation in business
N1  - 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
ER  -