Book description
Table of contents
- Pocket Mentor Series
- Title Page
- Copyright Page
- Table of Contents
- Mentor’s Message: Negotiating Skills Will Help Your Career
-
Negotiating Outcomes: The Basics
- Types of Negotiations
- Multiphase and Multiparty Negotiations
- Four Key Concepts
-
Nine Steps to a Deal
- Step 1: Determine satisfactory outcomes
- Step 2: Identify opportunities to create value
- Step 3: Identify your BATNA and reservation price
- Step 4: Improve your BATNA
- Step 5: Determine who has authority
- Step 6: Study the other side
- Step 7: Prepare for flexibility in the process
- Step 8: Gather objective criteria to establish fairness
- Step 9: Alter the process in your favor
- Negotiation Tactics
- Barriers to Agreement
- Cognitive Traps
- The Skills of Effective Negotiators
- Tips and Tools
- Key Terms
- To Learn More
- Sources for Negotiating Outcomes
- Notes
- How to Order
Product information
- Title: Negotiating Outcomes: Expert Solutions to Everyday Challenges
- Author(s):
- Release date: April 2007
- Publisher(s): Harvard Business Review Press
- ISBN: 9781422163764
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