Negotiation (Harvard Business Essentials Series)

Negotiation (Harvard Business Essentials Series)

4.0 1
by Harvard Business School Press
     
 

ISBN-10: 1591391113

ISBN-13: 9781591391111

Pub. Date: 06/05/2003

Publisher: Harvard Business Review Press


Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.  See more details below

Overview


Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

Product Details

ISBN-13:
9781591391111
Publisher:
Harvard Business Review Press
Publication date:
06/05/2003
Series:
Harvard Business Essentials
Pages:
208
Sales rank:
264,273
Product dimensions:
6.00(w) x 9.10(h) x 0.70(d)

Table of Contents

Introduction
1Types of Negotiation: Many Paths to a Deal1
2Four Key Concepts: Your Starting Points13
3Preparation: Nine Steps to a Deal29
4Table Tactics: How to Play the Game Well45
5Frequently Asked Tactical Questions: Answers You Need69
6Barriers to Agreement: How to Recognize and Overcome Them79
7Mental Errors: How to Recognize and Avoid Them95
8When Relationships Matter: A Different Notion of Winning109
9Negotiating for Others: Whose Interests Come First?121
10Negotation Skills: Building Organizational Competence129
AppUseful Implementation Tools143
Notes151
Glossary155
For Further Reading159
Index165
About the Subject Adviser169
About the Writer170

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Negotiation (Harvard Business Essentials Series) 4 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
As part of the 17-title Harvard Business Essentials series, launched in 2002, this book solidly covers the basics of negotiation. The clarity of the explanations, range of examples and methodical exposition make it a very useful reference for the beginner or mid-level negotiator. Don¿t let the very rationality of the book¿s approach make you think that negotiation is easy. It¿s just that these instructions make it understandable and accessible. Harvard¿s expert doesn¿t dwell on the pressures negotiators face and the resultant anxieties, or give a lot of space to the emotional complexity of dealing with money issues with family or friends. Instead, this is a solid, no-detours, nuts-and-bolts manual. We recommend this book as a primer for up-and-coming or partially experienced negotiators. Start here when you master this solid base, you can polish your skills with something more advanced.