000			01576cam a22002414a 4500
001			vtls003030893
003			MY-SjTCS
005			20200306163751.0
008			110218s2003 maua b 001 0 eng
020			_a1591391113 (pbk.)
039		9	_a201102181544 _bVLOAD _c200707031409 _drafi _c200610061653 _deunice _y200610021057 _zmeena
082	0	4	_a658.4052 _bHAR
245	0	0	_aHarvard business essentials : _bnegotiation.
246	3	0	_aNegotiation
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2003.
300			_axiv, 170 p. : _bill. ; _c24 cm.
440		4	_aThe Harvard business essentials series _9239341
504			_aIncludes bibliographical references (p. 151-153) and index.
505	0		_aIntroduction. - 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.
650		0	_aNegotiation in business. _9239342
920			_aLAC : LC1386. This item is reserved for lecturers of the Language Centre.
921			_aTCHT: 666223
999			_c45187 _d45187