HARVARD BUSINESS ESSENTIALS NEGOTIATION：Your Mentor and Guide to Doing Business Effectively

图书标准信息

• 作者 Harvard Business Essentials 著
• 出版社 Perseus
• 出版时间 2003-07
• 版次 1
• ISBN 9781591391111
• 定价 213.50元
• 装帧 平装
• 开本 16开
• 纸张 胶版纸
• 页数 208页
• 正文语种 英语

【内容简介】

Negotiation-whetherhammeringoutagreatjoboffer,settlingadisputewithaclient,draftingacontract,ormakingtrade-offsbetweenbusinessunits-isbothanecessaryandchallengingaspectofbusinesslife.Inthebusinessworld,confidentnegotiatorsarealwaysinhighdemand.Bringingadifficultnegotiationtoasuccessfulconclusioncanbeoneofthemostexhilarating-andvaluable-aspectsofbusinesstoday.Packedwithpracticaladviceandhandytools,Negotiationwillhelpanymanagersharpenskillsandyieldasizablepayoff.Contentsinclude:PreparingthenecessaryinformationbeforeanegotiationManagingmultipartynegotiationsAssessingthepositionoftheopposingsideDeterminingyoursourcesofpowerandauthorityinanegotiationRecognizingthebarrierstoagreementandhowtoovercomethemPlus,readerscanaccessfreeinteractivetoolsontheHarvardBusinessEssentialscompanionwebsite.SeriesAdviser:MichaelWatkinsAssociateProfessorMichaelWatkinsdoesresearchonnegotiationandleadership.HeisthecoauthorofRightFromtheStart:TakingChargeinaNewLeadershipRole(HBSPress,1999)andtheauthorofTakingChargeinYourNewLeadershipRole:AWorkbook(HBSPublishing,2001),bothofwhichexaminehownewleaderscomingintoseniormanagementpositionsshouldspendtheirfirstsixmonthsonthejob.HarvardBusinessEssentialsTheReliableSourceforBusyManagersTheHarvardBusinessEssentialsseriesisdesignedtoprovidecomprehensiveadvice,personalcoaching,backgroundinformation,andguidanceonthemostrelevanttopicsinbusiness.DrawingonrichcontentfromHarvardBusinessSchoolPublishingandothersources,theseconciseguidesarecarefullycraftedtoprovideahighlypracticalresourceforreaderswithalllevelsofexperience.Toassurequalityandaccuracy,eachvolumeiscloselyreviewedbyaspecializedcontentadviserfromaworldclassbusinessschool.Whetheryouareanewmanagerinterestedinexpandingyourskillsoranexperiencedexecutivelookingforapersonalresource,thesesolution-orientedbooksofferreliableanswersatyourfingertips.

【作者简介】

HarvardBusinessEssentials:TheReliableSourceforBusyManagersTheHarvardBusinessEssentialsseriesisdesignedtoprovidecomprehensiveadvice,personalcoaching,backgroundinformation,andguidanceonthemostrelevanttopicsinbusiness.DrawingonrichcontentfromHarvardBusinessSchoolPublishingandothersources,theseconciseguidesarecarefullycraftedtoprovideahighlypracticalresourceforreaderswithalllevelsofexperience.Toassurequalityandaccuracy,eachvolumeiscloselyreviewedbyaspecializedcontentadviserfromaworldclassbusinessschool.Whetheryouareanewmanagerinterestedinexpandingyourskillsoranexperiencedexecutivelookingforapersonalresource,thesesolution-orientedbooksofferreliableanswersatyourfingertips.

【目录】

Introduction

1 Types of Negotiation: Many Paths to a Deal

2 Four Key Concepts: Your Starting Points

3 Preparation: Nine Steps to a Deal

4 Table Tactics: How to Play the Game Well

5 Frequently Asked Tactical Questions: Answers You Need

6 Barriers to Agreement: How to Recognize and Overcome Them

7 Mental Errors: How to Recognize and Avoid Them

8 When Relationships Matter: A Different Notion of Winning

9 Negotiating for Others: Whose Interests Come First?

10 Negotation Skills: Building Organizational Competence

App Useful Implementation Tools

Notes

Glossary

For Further Reading

Index

About the Subject Adviser

About the Writer