Harvard Business Essentials: Negotiation

الغلاف الأمامي
Harvard Business Press, 2003 - 170 من الصفحات
Negotiation - whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units - is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating - and valuable - aspects of business today. Packed with practical advice and handy tools, "Negotiation" will help any manager sharpen skills and yield a sizable payoff. Contents include: preparing the necessary information before a negotiation; managing multiparty negotiations; assessing the position of the opposing side; determining your sources of power and authority in a negotiation; and, recognizing the barriers to agreement and how to overcome them. Readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins, Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of "Right From the Start: Taking Charge in a New Leadership Role" (HBS Press, 1999) and the author of "Taking Charge in Your New Leadership Role: A Workbook" (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. This is the reliable source for busy managers. "The Harvard Business Essentials" series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.
 

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الصفحات المحددة

المحتويات

Distributive Negotiation
4
Integrative Negotiation
7
Multiple Phases and Multiple Parties
11
Summing Up
13
Four Key Concepts Your Starting Points
15
Know Your BATNA
17
Reservation Price
25
ZOPA
26
Informational Vacuums and the Negotiators Dilemma
86
Structural Impediments
88
Spoilers
89
Differences in Gender and Culture
91
Difficulties in Communication
93
The Power of Dialogue
94
Summing Up
95
Mental Errors How to Recognize and Avoid Them
97

Value Creation Through Trades
28
Summing Up
30
Preparation Nine Steps to a Deal
31
Consider What a Good Outcome Would Be for You and the Other Side
33
Identify Potential Value Creation Opportunities
35
Identify your BATNA and Reservation Price and Do the Same for the Other Side
36
Shore Up Your BATNA
37
Anticipate the Authority Issue
38
Learn All You Can About the Other Sides People and Culture Their Goals and How Theyve Framed the Issue
41
Prepare for Flexibility in the ProcessDont Lock Yourself into a Rigid Sequence
42
Alter the Process in Your Favor
43
Summing Up
45
Table Tactics How to Play the Game Well
47
Getting the Other Side to the Table
48
Making a Good Start
50
Tactics for WinLose Negotiations
51
Tactics for Integrative Negotiations
59
Framing and Continual Evaluation
64
Summing Up
69
Frequently Asked Tactical Questions Answers You Need
71
FAQs About Price
72
FAQs About Process
74
FAQs About People Problems
76
Barriers to Agreement How to Recognize and Overcome Them
81
DieHard Bargainers
82
Lack of Trust
85
Escalation
98
Partisan Perceptions
100
Irrational Expectations
102
Overconfidence
104
Unchecked Emotions
106
When Relationships Matter A Different Notion of Winning
111
Why Relationships Matter
112
How Perceptions of Relationship Value Affect Negotiations
114
Doing It Right
117
Summing Up
121
Negotiating for Others Whose Interests Come First?
123
Independent Agents
124
NonIndependent Agents
125
Agency Issues
126
Summing Up
129
Negotiation Skills Building Organizational Competence
131
Continuous Improvement
132
Negotiating as an Organizational Capability
135
What Makes an Effective Negotiator?
140
Useful Implementation Tools
145
Notes
153
Glossary
157
For Further Reading
161
Index
167
About the Subject Adviser
171
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