HBR guide to negotiating / (Record no. 32885)
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| LIBRARY OF CONGRESS CONTROL NUMBER | |
|---|---|
| LC control number | 2015044110 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781633690769 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.4052 WE HB |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | Weiss, Jeff |
| TITLE STATEMENT | |
| Title | HBR guide to negotiating / |
| Statement of responsibility, etc | Jeff Weiss |
| VARYING FORM OF TITLE | |
| Title proper/short title | Harvard Business Review guide to negotiating |
| VARYING FORM OF TITLE | |
| Title proper/short title | Take the lead manage conflict get to yes |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Boston : |
| Publisher | Harvard Business Review Press, |
| Date | c2016. |
| PHYSICAL DESCRIPTION | |
| Extent | xvii, 177 p. : |
| Other Details | ill. ; |
| Size | 23 cm. |
| SERIES STATEMENT | |
| Series statement | Harvard business review guides |
| CONTENTS | |
| Contents | The seven elements tool : carefully define your measure of success -- Question your assumptions about the negotiation : develop new, more empowering expectations -- Prepare the substance : understand interests, brainstorm options, research standards, and consider alternatives -- Prepare the process : plan how you will work and communicate with the other party -- Connect in advance : agree on the process and who's involved -- Begin the negotiation : establish how you'll work together -- Create and refine options : make the most of your time together -- Select the right outcome : narrow in on a workable solution and commit with care -- Continuously adapt your approach : be prepared to change course -- Align multiple parties : avoid inefficiency and chaos -- Tame the hard bargainer : shift the conversation -- When communication breaks down : build understanding -- When emotions get in the way : go from boiling to cool -- Wrap up the negotiation : know when you're done, and communicate the final decisions -- Review what happened : use "lessons learned" today for improvement tomorrow. |
| SUMMARY | |
| Summary | Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a sub par solution in the middle if you come to any agreement at all. But these discussions don't need to be win-or-lose situations. 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. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Negotiation in business |
| Uniform Title | |
| Uniform Title | Harvard business review |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 16911 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6864 |
| Uniform Title | |
| -- | 11848 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type | Public note |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2018-04-17 | KINOKUNIYA | 658.4052 WE HB | T0058291 | 2017-11-15 | 2017-11-15 | REGULAR | Mar2018 |