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Negotiating outcomes : expert solutions to everyday challenges.

Author: Harvard Business School Publishing Corporation.
Publisher: Boston, Mass. : Harvard Business School Press, ©2007.
Series: Pocket mentor series.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:

Negotiation is the process by which people resolve their differences. Whether those differences involve purchase of a automobile, a labor contract dispute, the terms of a sale, or a complex alliance  Read more...

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Harvard Business School Publishing Corporation.
ISBN: 9781422114766 1422114767
OCLC Number: 77830523
Description: xii, 102 pages : illustrations ; 18 cm.
Contents: Negotiating outcomes : the basics --
Types of negotiations --
Multiphase and multiparty negotiations --
Four key concepts --
Nine steps to a deal --
Negotiation tactics --
Barriers to agreement --
Cognitive traps --
The skills of effective negotiators --
Tips and tools --
Tools for negotiating outcomes --
Test yourself --
Frequently asked questions --
Key terms --
To learn more --
Sources for negotiating outcomes.
Series Title: Pocket mentor series.
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