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Negotiation (Harvard Business Essentials)by Harvard Business School Publishing
Synopses & Reviews
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.
Book News Annotation:
This guide for business managers explains the basic techniques of negotiation. Every stage of the process—from identifying the desired outcome through closing the deal—is covered. Sample topics include recognizing barriers to agreement, negotiating on behalf of others, and building organizational competence. Several worksheets designed to help the reader when preparing for a negotiation are included in the appendix, along with a glossary of terms.
Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)
Includes bibliographical references (p. 159-163) and index.
Part of a series of concise guides that cover essential business topics with a focus on practical, hands-on tools and smart solutions.
Table of Contents
Types of negotiation : many paths to a deal — Four key concepts : your starting points — Preparation : nine steps to a deal — Table tactics : how to play the game well — Frequently asked tactical questions : answers you need — Barriers to agreement : how to recognize and overcome them — Mental errors : how to recognize and avoid them — When relationships matter : a different notion of winning — Negotiating for others : whose interests come first? — Negotiation skills : building organizational competence.
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