000			02843cam a22002414a 4500
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008			080915s2003 maua |b 001 0 eng
020			_a1591391113 (alk. paper)
039		9	_a201402040044 _bVLOAD _c201105151154 _dmalmash _c200809151254 _dstaff _y200809151251 _zstaff
050	0	0	_aHD58.6 _b.H3828 2003
245	0	0	_aHarvard business essentials : _bnegotiation.
246	3	0	_aNegotiation
260			_aBoston : _bHarvard Business School Press, _cc2003.
300			_axiv, 170 p. : _bill. ; _c24 cm.
440		4	_aThe Harvard business essentials series _910003
504			_aIncludes bibliographical references (p. 151-153) and index.
520			_aNegotiation - 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; and, recognizing the barriers to agreement and how to overcome them. 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.This is 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 expa
650		0	_aNegotiation in business. _97004
856	4	1	_uhttp://www.loc.gov/catdir/toc/ecip042/2003009818.html
942			_2lcc _n0 _cBK
999			_c3554 _d3554