Research Catalog
The essentials of negotiation.
- Title
- The essentials of negotiation.
- Publication
- Boston : Harvard Business School Press ; Alexandria, Va. : Society for Human Resource Management, [2005], ©2005.
Items in the Library & Off-site
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2 Items
| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
| Text | Request in advance | HD58.6 .E87 2005 | Off-site | |
Not available - Please for assistance. | Text | Use in library | Off-site |
Holdings
Details
- Additional Authors
- Description
- xvii, 355 pages; 24 cm.
- Series Statement
- Business literacy for HR professionals
- Uniform Title
- Harvard business literacy for HR professionals series.
- Subjects
- Bibliography (note)
- Includes bibliographical references (p. 329-336) and index.
- Contents
- 1. Negotiation and the HR professional -- 2. The HR professional as negotiation agent -- 3. Types of negotiation -- 4. The importance of relationships -- 5. Four key concepts -- 6. Preparing for a negotiation -- 7. Negotiation strategies -- 8. Frequently asked tactical questions -- 9. Manipulative negotiation ploys -- 10. Barriers to agreement -- 11. Mental errors -- 12. Negotiations with job seekers and employees -- 13. Negotiations with your boss, peer managers, and other senior executives -- 14. Negotiations with vendors and consultants -- 15. Negotiations with labor unions -- 16. Negotiations over legal disputes -- 17. Negotiations related to mergers and acquisitions -- 18. Making negotiation a core capability -- 19. Sharpening your skills, benefiting your company.
- ISBN
- 1591395747 (pbk. : alk. paper)
- LCCN
- 2004019786
- OCLC
- OCM56334256
- SCSB-5198781
- Owning Institutions
- Columbia University Libraries