Winning negotiations that preserve relationships.

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Title:

Author:

Harvard Business School Press.

ISBN:

9781591393481

Publication Information:

Boston, Mass. : Harvard Business School Press, c2004.

Physical Description:

ix, 161 p. ; 22 cm.

Series:

The results-driven manager series

Series Title:

The results-driven manager series

General Note:

"A timesaving guide."

Articles previously published in Harvard Management Update and Harvard Management Communication Letter.

Contents:

The best negotiation advice -- How to get what you want -- Win-win with Mark Gordon -- A better way to negotiate / Tom Krattenmaker -- How to negotiate an alliance you can live with / Rebecca M. Saunders -- Making your proposal come out on top / Nick Wreden -- The right frame / Marjorie Corman Aaron -- After the deal is done / Stephen Bernhut -- Negotiation as a business process / Jeff Weiss -- How to negotiate with a hard-nosed adversary / Anne Field -- Negotiating when your job depends on it / Nick Morgan -- Transforming negotiations / Nick Morgan -- Surprising results / Nick Morgan -- Expert negotiating -- How to avoid being the "Ugly American" when doing business abroad / Andrew Rosenbaum -- How to steer clear of pitfalls in cross-cultural negotiation / Andrew Rosenbaum.

Subject Term:

Negotiation in business.

Added Corporate Author:

Harvard Business School Press.

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/ecip048/2003019404.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020382756	658.4052 H339W 2004	1	Searching... Unknown

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Summary

From how to build and lead an argument to how to deal with difficult adversaries to preserving future relationships, this book gives managers the confidence and the tools to negotiate any issue successfully. It includes fast and actionable tools and strategies for improving critical management skills.