HBR guide to negotiating / Jeff Weiss

By: Weiss, Jeff AMaterial type: Text

TextSeries: Harvard Business Review guidesPublication details: Boston : Havard Business Review Press, [2016]. Description: xvii, 177 p. ; 23 cm. : illISBN: 9781633690769 Subject(s): Negotiation in businessDDC classification: 658.4052 WEI

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Holdings
Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College QI Campus	Villa College Library	658.4052 WEI (Browse shelf(Opens below))	In transit from Villa College QI Campus to Villa College Library since 04/13/2022		14501

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CONTENT

1.The Seven Elements Tool

SECTION 1 BEFORE YOU GET IN THE ROOM
2.Question Your Assumptions About the Negotiation
3.Prepare the Substance
4.Prepare the Process
5.Connect in Advance

SECTION 2 IN THE ROOM
6.Begin the Negotiation
7.Create and Refine Your Options
8.Select the Right Outcome
9.Continuously Adapt Your Approach

SECTION 3 THE COMMON CHALLENGES
10.Align Multiple Parties
11.Tame the Hard Bargainer
12.When Communication Breaks Down
13.When Emotions Get in the Way

SECTION 4 POSTGAME
14.Wrap Up the Negotiation
15.Review What Happened

Includes index

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