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
  • Recognizing the barriers to agreement and how to overcome them

    Plus, 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.

    Harvard Business Essentials
    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

    المحتوى

    Multiple Phases and Multiple Parties
    		9
    Preparation
    		29
    Shore Up Your BATNA
    		35
    Alter the Process in Your Favor
    		41
    Making a Good Start
    		48
    Tactics for Integrative Negotiations
    		57
    Frequently Asked Tactical Questions
    		69
    6
    		79
    Summing
    		93
    When Relationships Matter
    		109
    Negotiating for Others
    		121
    Summing Up
    		127
    Useful Implementation Tools
    		143
    Notes
    		151
    For Further Reading
    		159
    Index
    		165

    Spoilers
    		87
    حقوق النشر

    عبارات ومصطلحات مألوفة

    agent anchor authority bargaining BATNA and reservation Bazerman benefits best alternative better Bloomingdale's Business School Publishing buyer Carla chapter claiming value client coalition Colbún collaboration communication concession Consider this example create value Danny Ertel deal develop distributive negotiation effective negotiator employees expectations favor frame Gary Hamel Getting to Yes goals gotiating groupthink Harvard Business Essentials Harvard Business Review Harvard Business School identify important Information asymmetry integrative negotiation irrational escalation issues Jake's John Kotter Key Topics Covered Laura Michael Watkins negotiated agreement negotiating skills negotiating team negotiation process offer opportunities organization organizational outcomes parties Phil position potential preparation problem proposal relationship value represent reservation price risk Roger Fisher seller share side’s side's BATNA situation Sports Agents strategy supplier tactics tion trade trust type of negotiation Widgets win-lose win-win worksheet zone of possible ZOPA

    معلومات المراجع

    العنوانHarvard Business Essentials: Negotiation
    Harvard business essentials series
    المؤلفRichard Luecke
    الإصدارمعاد طباعته
    الناشرHarvard Business Press, 2003
    رقم ISBN (الرقم الدولي المعياري للكتاب)1591391113, 9781591391111
    عدد الصفحات170 من الصفحات
      
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