Negotiation

Richard Luecke, Collectif Harvard Business School Press

184 pages, parution le 11/07/2003

Ajouter à une liste

Indisponible

Résumé

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

Introduction
Types of negotiation
Four key concepts
Preparation
Table tactics
Frequently asked tactical questions
Barriers to agreement
Mental errors
When relationships matter
Negotiating for others
Negotiation skills

Appendix
Notes
Glossary
For further reading
Index
About the subject adviser
About the writer

L'auteur - Richard Luecke

Autres livres de Richard Luecke

L'essentiel pour convaincre

Découvrir tous les livres de Richard Luecke

L'auteur - Collectif Harvard Business School Press

Autres livres de Collectif Harvard Business School Press

Le management du savoir en pratique

Coffret harvard business review n°2

Découvrir tous les livres de Collectif Harvard Business School Press

Caractéristiques techniques

	PAPIER
Éditeur(s)	Harvard Business School Press (HBS)
Auteur(s)	Richard Luecke, Collectif Harvard Business School Press
Parution	11/07/2003
Nb. de pages	184
Format	15,5 x 23,5
Couverture	Broché
Poids	305g
Intérieur	Noir et Blanc
EAN13	9781591391111
ISBN13	978-1-59139-111-1