000			03150nam a2200277Ia 4500
001			1462
008			230305s2003 xx 000 0 und d
020			_a9781591391111
041			_aeng
245		0	_aNegotiation
260			_a _bHarvard Business School Press, _c2003
300			_axiv, 170 p. : ill. ; 24 cm.
490			_aEssentials
505			_a1 Types of Negotiation: Many Paths to a Deal _rDistributive Negotiation-- _rIntegrative Negotiation-- _rMultiple Phases and Multiple Parties-- _rSumming Up-- _r-- _r2 Four Key Concepts: Your Starting Points-- _rKnow Your BATNA-- _rReservation Price-- _rZOPA-- _rValue Creation Through Trades-- _rSumming Up-- _r-- _r3 Preparation: Nine Steps to a Deal-- _rStep 1: Consider What a Good Outcome Would Be for You and the Other Side-- _rStep 2: Identify Potential Value Creation Opportunities-- _rStep 3: Identify Your BATNA and Reservation Price, and Do the Same for the Other Side-- _rStep 4: Shore Up Your BATNA-- _rStep 5: Anticipate the Authority Issue-- _rStep 6: Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue-- _rStep 7: Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence-- _rStep 8: Gather External Standards and Criteria Relevant to Fairness-- _rStep 9: Alter the Process in Your Favor-- _rSumming Up-- _r-- _r4 Table Tactics: How to Play the Game Well-- _rGetting the Other Side to the Table-- _rMaking a Good Start-- _rTactics for Win-Lose Negotiations-- _rTactics for Integrative Negotiations-- _rGeneral Tactics: Framing and Continual Evaluation-- _rSumming Up-- _r-- _r5 Frequently Asked Tactical Questions: Answers You Need-- _rFAQs About Price-- _rFAQs About Process-- _rFAQs About People Problems-- _r-- _r6 Barriers to Agreement: How to Recognize and Overcome Them-- _rDie-Hard Bargainers-- _rLack of Trust-- _rInformational Vacuums and the Negotiator's Dilemma-- _rStructural Impediments-- _rSpoilers-- _rDifferences in Gender and Culture-- _rDifficulties in Communication-- _rThe Power of Dialogue-- _rSumming Up-- _r-- _r7 Mental Errors: How to Recognize and Avoid Them-- _rEscalation-- _rPartisan Perceptions-- _rIrrational Expectations-- _rOverconfidence-- _rUnchecked Emotions-- _rSumming Up-- _r-- _r8 When Relationships Matter: A Different Notion of Winning-- _rWhy Relationships Matter-- _rHow Perceptions of Relationship Value Affect Negotiations-- _rDoing It Right-- _rSumming Up-- _r-- _r9 Negotiating for Others: Whose Interests Come First?-- _rIndependent Agents-- _rNon-Independent Agents-- _rAgency Issues-- _rSumming Up-- _r-- _r10 Negotiation Skills: Building Organizational Competence-- _rContinuous Improvement-- _rNegotiating as an Organizational Capability-- _rWhat Makes an Effective Negotiator?-- _rSumming Up-- _r-- _r--
630			_aHD INDUSTRIES. LAND USE. LABOR _937
650		0	_aNegotiation _963
650		0	_aNegotiation in business _927
650			_a _912
856			_uhttps://books.google.es/books?id=iNmXhmIHZHAC&pg=PA136&dq=9781591391111&hl=ca&sa=X&redir_esc=y#v=onepage&q=9781591391111&f=false
902			_a369
905			_am
912			_a2003-01-01
942			_a1
953			_d2016-02-03 16:24:30
999			_c1476 _d1476