The Essentials of Negotiation

The Essentials of Negotiation

Book - 2005
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Book News
For human resource professionals who must deal with people at every turn--job seekers, employees, vendors, unions, peers, and bosses--this guide offers discussion of concepts, preparation techniques, types of negotiations, and strategies for when deals get contentious (including how to recognize and avoid "mental errors" such as irrational expectations, overconfidence, and unchecked emotions). It also covers negotiating as an agent for others, how to deal with manipulative ploys, how to protect the organization from legal disputes, and negotiations related to mergers and acquisitions. Each chapter ends with a "summing up" and critical questions for review. The book is a joint project of the Harvard Business School Press and the Society for Human Resource Management. Annotation ©2006 Book News, Inc., Portland, OR (

Publisher: Boston : Harvard Business School Press ; Alexandria, Va. : Society for Human Resource Management, c2005
ISBN: 9781591395744
Characteristics: xvii, 355 p. ; 24 cm
Alternative Title: Negotiation

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