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HBR's 10 must reads on negotiation

Nhóm Tác giả: Harvard Business Review

This book will inspire you to: control the negotiation before you enter the room; persuade others to do what you want - for their own reasons; manage emotions on both sides of the table; understand the rules of negotiating across cultures; set the stage for a healthy relationship long after the ink...

3-D negotiation : powerful tools to change the game in your most important deals

Tác giả: David A Lax; James K Sebenius

Contents: Overview: 3-D negotiation in a nutshell; Negotiate in three dimensions; Do a 3-D audit of barriers to agreement; Craft a 3-D strategy to overcome the barriers; Set up the right negotiation, "away from the table"; Get all the parties right; Get all the interests right; Get the no-deal...

Negotiating success : tips and tools for building rapport and dissolving conflict while still getting what you want

Tác giả: Jim Hornickel

Part 1. The people in the process; Part 2. The negotiating process

HBR guide to negotiating

Tác giả: Jeff A Weiss

Section 1. Before you get in the room: the best negotiator is the most prepared one; Section 2. In the room: power comes from negotiating with discipline; Section 3. The common challenges: tools and techniques you can use in specific situations; Section 4 Postgame: careful review drives learning...

Essentials of Negotiation : 5th ed.

Tác giả: Roy J. Lewicki, David M. Saunders, Bruce Barry

Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters...