000 | 02216 a2200241 4500 | ||
---|---|---|---|
999 |
_c376753 _d376753 |
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003 | OSt | ||
005 | 20190624103909.0 | ||
008 | 190624b ||||| |||| 00| 0 eng d | ||
020 | _a9781633690769 | ||
040 | _aAcharya Institutes | ||
041 | _aeng | ||
082 | 0 | 4 |
_223 _a658.4052 _bWEI |
100 | 1 | _aWeiss, Jeff A. | |
245 | 1 | 0 |
_aHBR guide to negotiating / _cJeff Weiss. |
260 |
_bHarvard Business Review Press, _aBoston : _c2016. |
||
300 |
_axvii, 177 p. ; _c23 cm. |
||
490 | 0 | _aHarvard business review guides. | |
505 | 0 | _aIntroduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- Section 1. Before you get in the room: the best negotiator is the most prepared one -- Question you assumptions about the negotiation -- Prepare the substance -- Prepare the process -- Connect in advance -- Section 2. In the room: power comes from negotiating with discipline -- Begin the negotiation -- Create and refine your options -- Select the right outcome -- Continuously adapt your approach -- Section 3. The common challenges: tools and techniques you can use in specific situations -- Align multiple parties -- Tame the hard bargainer -- When communication breaks down -- When emotions get in the way -- Section 4 Postgame: careful review drives learning and improvement -- Wrap up the negotiation -- Review what happened. | |
520 | _aForget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle - if you come to any agreement at all. But there's a better way. Written by negotiation expert Jeff Weiss, the "HBR Guide to Negotiating" provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. | ||
650 | 7 |
_2SLSH _aNegotiation in business. |
|
650 | 7 |
_2SLSH _aBusiness and Management. |
|
942 | _2ddc |