Negotiating Outcomes

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  • Format: Paperback
  • Copyright: 2007-05-30
  • Publisher: Harvard Business School Pr
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Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully.

Table of Contents

Negotiating outcomes : the basicsp. 1
Types of negotiationsp. 3
Multiphase and multiparty negotiationsp. 9
Four key conceptsp. 15
Nine steps to a dealp. 23
Negotiation tacticsp. 37
Barriers to agreementp. 51
Cognitive trapsp. 57
The skills of effective negotiatorsp. 65
Tips and toolsp. 71
Tools for negotiating outcomesp. 73
Test yourselfp. 79
Frequently asked questionsp. 85
Key termsp. 91
To learn morep. 95
Sources for negotiating outcomesp. 101
Table of Contents provided by Blackwell. All Rights Reserved.

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