TY  - BOOK
TI  - Negotiation
T2  - Essentials
SN  - 9781591391111
PY  - 2003///
CY  - 
PB  - Harvard Business School Press
KW  - HD INDUSTRIES. LAND USE. LABOR
KW  - Negotiation
KW  - Negotiation in business
N1  - 1 Types of Negotiation: Many Paths to a Deal; Distributive Negotiation--; Integrative Negotiation--; Multiple Phases and Multiple Parties--; Summing Up--; --; 2 Four Key Concepts: Your Starting Points--; Know Your BATNA--; Reservation Price--; ZOPA--; Value Creation Through Trades--; Summing Up--; --; 3 Preparation: Nine Steps to a Deal--; Step 1: Consider What a Good Outcome Would Be for You and the Other Side--; Step 2: Identify Potential Value Creation Opportunities--; Step 3: Identify Your BATNA and Reservation Price, and Do the Same for the Other Side--; Step 4: Shore Up Your BATNA--; Step 5: Anticipate the Authority Issue--; Step 6: Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue--; Step 7: Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence--; Step 8: Gather External Standards and Criteria Relevant to Fairness--; Step 9: Alter the Process in Your Favor--; Summing Up--; --; 4 Table Tactics: How to Play the Game Well--; Getting the Other Side to the Table--; Making a Good Start--; Tactics for Win-Lose Negotiations--; Tactics for Integrative Negotiations--; General Tactics: Framing and Continual Evaluation--; Summing Up--; --; 5 Frequently Asked Tactical Questions: Answers You Need--; FAQs About Price--; FAQs About Process--; FAQs About People Problems--; --; 6 Barriers to Agreement: How to Recognize and Overcome Them--; Die-Hard Bargainers--; Lack of Trust--; Informational Vacuums and the Negotiator's Dilemma--; Structural Impediments--; Spoilers--; Differences in Gender and Culture--; Difficulties in Communication--; The Power of Dialogue--; Summing Up--; --; 7 Mental Errors: How to Recognize and Avoid Them--; Escalation--; Partisan Perceptions--; Irrational Expectations--; Overconfidence--; Unchecked Emotions--; Summing Up--; --; 8 When Relationships Matter: A Different Notion of Winning--; Why Relationships Matter--; How Perceptions of Relationship Value Affect Negotiations--; Doing It Right--; Summing Up--; --; 9 Negotiating for Others: Whose Interests Come First?--; Independent Agents--; Non-Independent Agents--; Agency Issues--; Summing Up--; --; 10 Negotiation Skills: Building Organizational Competence--; Continuous Improvement--; Negotiating as an Organizational Capability--; What Makes an Effective Negotiator?--; Summing Up--; --; --
UR  - https://books.google.es/books?id=iNmXhmIHZHAC&pg=PA136&dq=9781591391111&hl=ca&sa=X&redir_esc=y#v=onepage&q=9781591391111&f=false
ER  -