Harvard Business Review on winning negotiations.
Harvard Business Review on winning negotiations.
- Boston : Harvard Business Review Press, c2011.
- 250 p. ; 21 cm.
- Harvard business review paperback series .
- Harvard business review paperback series .
Contains articles previously published in the Harvard Business Review.
Includes bibliographical references and index.
Investigative negotiation / Deals without delusion / Breakthrough bargaining / Building deals on bedrock / Getting past yes: negotiating as if implementation mattered / Negotiating without a net: a conversation with the NYPD's Dominick J. Misino / Six habits of merely effective negotiators / The fine art of friendly acquisition / Negotiating the spirit of the deal / When to walk away from a deal / Deepak Malhotra and Max H. Bazerman -- Dan Lovallo, Patrick Viguerie, Robert Uhlaner and John Horn -- Deborah M. Kolb and Judith Williams -- David Harding and Sam Rovit -- Danny Ertel -- Diane L. Coutu -- James K. Sebenius -- Robert J. Aiello and Michael D. Watkins -- Ron S. Fortgang, David A. Lax, and James K. Sebenius -- Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
It will help you to seal or sweeten a bargain by uncovering the other side's motives, conquer faulty assumptions to make the right deals, forge deals only when they support your strategy, set the stage for a healthy relationship long after the ink has dried, make promises you can keep, gain your adversaries trust in high-stakes talks and know when to walk away.
9781422162576
Negotiation
Negotiation in business
658.405
Contains articles previously published in the Harvard Business Review.
Includes bibliographical references and index.
Investigative negotiation / Deals without delusion / Breakthrough bargaining / Building deals on bedrock / Getting past yes: negotiating as if implementation mattered / Negotiating without a net: a conversation with the NYPD's Dominick J. Misino / Six habits of merely effective negotiators / The fine art of friendly acquisition / Negotiating the spirit of the deal / When to walk away from a deal / Deepak Malhotra and Max H. Bazerman -- Dan Lovallo, Patrick Viguerie, Robert Uhlaner and John Horn -- Deborah M. Kolb and Judith Williams -- David Harding and Sam Rovit -- Danny Ertel -- Diane L. Coutu -- James K. Sebenius -- Robert J. Aiello and Michael D. Watkins -- Ron S. Fortgang, David A. Lax, and James K. Sebenius -- Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
It will help you to seal or sweeten a bargain by uncovering the other side's motives, conquer faulty assumptions to make the right deals, forge deals only when they support your strategy, set the stage for a healthy relationship long after the ink has dried, make promises you can keep, gain your adversaries trust in high-stakes talks and know when to walk away.
9781422162576
Negotiation
Negotiation in business
658.405