Negotiation (Harvard Business Essentials Series)

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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.
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Product Details

  • ISBN-13: 9781591391111
  • Publisher: Harvard Business Review Press
  • Publication date: 6/5/2003
  • Series: Harvard Business Essentials
  • Pages: 208
  • Sales rank: 207,264
  • Product dimensions: 6.11 (w) x 9.29 (h) x 0.55 (d)

Table of Contents

1 Types of Negotiation: Many Paths to a Deal 1
2 Four Key Concepts: Your Starting Points 13
3 Preparation: Nine Steps to a Deal 29
4 Table Tactics: How to Play the Game Well 45
5 Frequently Asked Tactical Questions: Answers You Need 69
6 Barriers to Agreement: How to Recognize and Overcome Them 79
7 Mental Errors: How to Recognize and Avoid Them 95
8 When Relationships Matter: A Different Notion of Winning 109
9 Negotiating for Others: Whose Interests Come First? 121
10 Negotation Skills: Building Organizational Competence 129
App Useful Implementation Tools 143
Notes 151
Glossary 155
For Further Reading 159
Index 165
About the Subject Adviser 169
About the Writer 170
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Customer Reviews

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  • Anonymous

    Posted January 17, 2007

    a reviewer

    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.

    1 out of 1 people found this review helpful.

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