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Negotiation
Herminia Ibarra
Deborah M. Kolb
Robert J. Robinson
James K. Sebenius
Lyle Sussman
Michael Watkins
Michael Wheeler
Judith Williams
George Wu
出版
Harvard Business School Pub.
, 2001
主題
Business & Economics / Negotiating
ISBN
1578511771
9781578511778
URL
http://books.google.com.hk/books?id=Cn9jAAAACAAJ&hl=&source=gbs_api
註釋
Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler; "Rethinking 'Preparation' in Negotiation" by Michael Watkins; "Dealmaking Essentials: Creating and Claiming Value for the Long Term" by James K. Sebenius; "Two Psychological Traps in Negotiation" by George Wu; "How to Frame a Message: The Art of Persuasion and Negotiation" by Lyle Sussman; "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "Building Coalitions" by Herminia Ibarra; "Six Habits of Merely Effective Negotiators" by James K. Sebenius; and "Dynamic Negotiation: Seven Propositions About Complex Negotiations" by Michael Watkins.