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Negotiation

Contributor(s): Material type: TextTextSeries: Business fundamentals series, HBS no. 1771Publication details: Boston Hravard Business School Publishing 2001Description: vi, 139 pISBN:
  • 1578511771
  • 9781578511778
Subject(s): DDC classification:
  • R 016.658 N3
Summary: "Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: ""Negotiation Analysis: An Introduction"" by Michael A. Wheeler; ""Rethinking 'Preparation' in Negotiation"" by Michael Watkins; ""Deal making Essentials: Creating and Claiming Value for the Long Term"" by James K. Sebenius; ""Two Psychological Traps in Negotiation"" by George Wu; ""How to Frame a Message: The Art of Persuasion and Negotiation"" by Lyle Sussman; ""Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1"" by Robert J. Robinson; ""Breakthrough Bargaining"" by Deborah M. Kolb and Judith Williams; ""Building Coalitions"" by Herminia Ibarra; ""Six Habits of Merely Effective Negotiators"" by James K. Sebenius; and ""Dynamic Negotiation: Seven Propositions About Complex Negotiations"" by Michael Watkins."
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Item type Current library Item location Collection Shelving location Call number Status Date due Barcode
Reference Vikram Sarabhai Library Reference / Slot 1476 (2nd Floor West Wing) Non-fiction Reference R 016.658 N3 (Browse shelf(Opens below)) Not for Issue 160053

"Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: ""Negotiation Analysis: An Introduction"" by Michael A. Wheeler; ""Rethinking 'Preparation' in Negotiation"" by Michael Watkins; ""Deal making Essentials: Creating and Claiming Value for the Long Term"" by James K. Sebenius; ""Two Psychological Traps in Negotiation"" by George Wu; ""How to Frame a Message: The Art of Persuasion and Negotiation"" by Lyle Sussman; ""Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1"" by Robert J. Robinson; ""Breakthrough Bargaining"" by Deborah M. Kolb and Judith Williams; ""Building Coalitions"" by Herminia Ibarra; ""Six Habits of Merely Effective Negotiators"" by James K. Sebenius; and ""Dynamic Negotiation: Seven Propositions About Complex Negotiations"" by Michael Watkins."

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