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The essentials of negotiation.

Contributor(s): Harvard Business School. Press | Society for Human Resource Management (U.S.).
Series: Harvard business literacy for HR professionals series: Publisher: Boston, Mass. : Alexandria, Va. : Harvard Business School Press ; Society for Human Resource Management, 2005Description: xvii, 355 p. ; 24 cm.ISBN: 1591395747 (pbk.).Other title: Negotiation.Subject(s): Negotiation in business | Personnel managementDDC classification: 658.30014
Contents:
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.
Item type Current location Shelf location Call number Vol info Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 25 , Side 1, TierNo 2, BayNo 2

 658.30014 ESS (Browse shelf) This item is reserved for Language Centre lecturers. 1 Available SLASx,21003,03,CL 5000093037

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.