Negotiation: Your Mentor and Guide to Doing Business Effectively (Harvard Business Essentials)

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9781591391111: Negotiation: Your Mentor and Guide to Doing Business Effectively (Harvard Business Essentials)
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Book by Luecke Richard Harvard Business School Press

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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.

    Biografía del autor:

    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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    Harvard Business Essentials
    Verlag: Perseus Distribution Jul 2003 (2003)
    ISBN 10: 1591391113 ISBN 13: 9781591391111
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    Buchbeschreibung Perseus Distribution Jul 2003, 2003. Taschenbuch. Zustand: Neu. Neuware - 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,Negotiationwill help any manager sharpen skills and yield a sizable payoff. Contents include: 208 pp. Englisch. Artikel-Nr. 9781591391111

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