Winning negotiations that preserve relationships / Harvard Business Review
Material type:
TextSeries: The results-driven manager seriesPublication details: Boston, Mass. : Harvard Business School Press, c2004.Description: ix, 161 p. ; 22 cmISBN: - 1591393485 (pbk. : alk. paper)
- HD58.6 .W566
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| HD58.6 .L49 Essentials of negotiation / | HD58.6 .L58 Essentials of negotiation | HD58.6 .M88 Bargaining theory with applications | HD58.6 .W566 Winning negotiations that preserve relationships / | HD58.7 .A33 International dimensions of organizational behavior / | HD58.7 .A33 International dimensions of organizational behavior / | HD58.7 .A76 1992 Organizational behaviour : |
"A timesaving guide."
Articles previously published in Harvard Management Update and Harvard Management Communication Letter.
Part 1. Negotiating Collaboratively
Chapter 1. The best negotiation advice --
Chapter 2. How to get what you want --
Chapter 3. Win-win with Mark Gordon --
Chapter 4. A better way to negotiate / Tom Krattenmaker --
Part 2.
Chapter 5. How to negotiate an alliance you can live with / Rebecca M. Saunders --
Chapter 6. Making your proposal come out on top / Nick Wreden --
Chapter 7. The right frame / Marjorie Corman Aaron --
Chapter 8. After the deal is done / Stephen Bernhut -- Chapter Chapter 9. Negotiation as a business process / Jeff Weiss --
Part 3. Negotiating Under Pressure
Chapter 10. How to negotiate with a hard-nosed adversary / Anne Field --
Chapter 11. Negotiating when your job depends on it / Nick Morgan --
Chapter 12. Transforming negotiations / Nick Morgan -- Surprising results / Nick Morgan --
Chapter 12. Expert negotiating --
Part 4. Negotiating Across Cultures
Chapter 14. How to avoid being the "Ugly American" when doing business abroad / Andrew Rosenbaum --
Chapter 15. How to steer clear of pitfalls in cross-cultural negotiation / Andrew Rosenbaum.
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