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The essentials of negotiation
- Available as
- Physical
Details
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- Format
- Books
- Language
- English
- Publication
-
- Boston : Harvard Business School Press ; Alexandria, Va. : Society for Human Resource Management, [2005]
- ©2005
- Physical Details
-
- xvii, 355 pages ; 24 cm
- ISBNs
- 9781591395744, 1591395747
- OCLC
- ocm56334256
- Includes bibliographical references (pages 329-336) and index.
- Negotiation and the HR professional -- The HR professional as negotiation agent -- Types of negotiation -- The importance of relationships -- Four key concepts -- Preparing for a negotiation -- Negotiation strategies -- Frequently asked tactical questions -- Manipulative negotiation ploys -- Barriers to agreement -- Mental errors -- Negotiations with job seekers and employees -- Negotiations with your boss, peer managers, and senior executives -- Negotiations with vendors and consultants -- Negotiations with labor unions -- Negotiations over legal disputes -- Negotiations related to mergers and acquisitions -- Making negotiation a core capability -- Sharpening your skills, benefiting your company