The essentials of negotiation.
Negotiation
- Boston : Alexandria, Va. : Harvard Business School Press ; Society for Human Resource Management, 2005.
- xvii, 355 p ; 24 cm.
- The business literacy for HR professionals series .
- Harvard business literacy for HR professionals series. .
Includes bibliographical references (p. 317-322) and index.
Negotiation and the HR professional -- The HR professional as negotiation agent -- Types of negotiation -- The importance of relationships -- Four key concepts -- Preparing for a negotiation -- Negotiation strategies -- Frequently asked tactical questions -- Manipulative negotiation ploys -- Barriers to agreement -- Mental errors -- Negotiations with job seekers and employees -- Negotiations with your boss, peer managers, and senior executives -- Negotiations with vendors and consultants -- Negotiations with labor unions -- Negotiations over legal disputes -- Negotiations related to mergers and acquisitions -- Making negotiation a core capability -- Sharpening your skills, benefiting your company.