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.
General
Imprint: |
Harvard Business Review Press
|
Country of origin: |
United States |
Series: |
Harvard Business Essentials |
Release date: |
July 2003 |
First published: |
July 2003 |
Compiled by: |
Harvard Business Review
|
Dimensions: |
233 x 155 x 14mm (L x W x T) |
Format: |
Paperback
|
Pages: |
168 |
Edition: |
1 |
ISBN-13: |
978-1-59139-111-1 |
Categories: |
Books
|
LSN: |
1-59139-111-3 |
Barcode: |
9781591391111 |
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