Negotiating Outcomes

by Harvard Business School Press

• ISBN13: 9781422114766
• ISBN10: 1422114767
• Format: Paperback
• Copyright: 2007-05-30
• Publisher: Harvard Business School Pr

Summary

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 basics	p. 1
Types of negotiations	p. 3
Multiphase and multiparty negotiations	p. 9
Four key concepts	p. 15
Nine steps to a deal	p. 23
Negotiation tactics	p. 37
Barriers to agreement	p. 51
Cognitive traps	p. 57
The skills of effective negotiators	p. 65
Tips and tools	p. 71
Tools for negotiating outcomes	p. 73
Test yourself	p. 79
Frequently asked questions	p. 85
Key terms	p. 91
To learn more	p. 95
Sources for negotiating outcomes	p. 101
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