Regular marked price: $19.95Discount Price: $13.57
Cost Savings: $6.38 (32%)Price fluctuation possible.
How soon does it ship: Normal ship time within one day
Shipping? Absolutely FREE if you qualify for Super Saver Shipping.
Type of bind: Paperback
Dewey Decimal Number: 658
EAN num: 9781591391111
ISBN number: 1591391113
Label: Harvard Business School Press
Manufacturer: Harvard Business School Press
Quantity: 1
Page Count: 170
Printing Date: 2003-07
Publishing house: Harvard Business School Press
Sale Popularity Level: 19450
Studio: Harvard Business School Press
Other books you might be interested in perusing:
Editor's Notes and Comments:
Product Description:
Negotiation - whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units - is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating - and valuable - aspects of business today. Packed with practical advice and handy tools, 'Negotiation' will help any manager sharpen skills and yield a sizable payoff.Contents include: preparing the necessary information before a negotiation; managing multiparty negotiations; assessing the position of the opposing side; determining your sources of power and authority in a negotiation; and, recognizing the barriers to agreement and how to overcome them. Readers can acess free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins, Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of 'Right From the Start: Taking Charge in a New Leadership Role' (HBS Press, 1999) and the author of 'Taking Charge in Your New Leadership Role: A Workbook' (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their very first six months on the job.This is the reliable source for busy managers. 'The Harvard Business Essentials' series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.
User popularity level:
Rated by buyers 
-
fairly decent ideas on negotiation, nothing new here, but would be helpful for people new to negotiation.
Rated by buyers -
As part of the 17-title Harvard Business Essentials series, launched in 2002, this book solidly covers the basics of negotiation. The clarity of the explanations, range of examples and methodical exposition make it a very useful reference for the beginner or mid-level negotiator. Don't let the very rationality of the book's approach make you think that negotiation is easy. It's just that these instructions make it understandable and accessible. Harvard's expert doesn't dwell on the pressures negotiators face and the resultant anxieties, or give a lot of space to the emotional complexity of dealing with money issues with family or friends. Instead, this is a solid, no-detours, nuts-and-bolts manual. We recommend this book as a primer for up-and-coming or partially experienced negotiators. Start here; when you master this solid base, you can polish your skills with something more advanced.
Rated by buyers 
-
The "Harvard Business Essentials Guide to Negotiation" is an excellent introductory book for laying out the essential basic elements of successful negotiations. Step-by-step, the book explains the necessary skills that one requires to carry out effective negotiations.
The book explains the distinction between distributive and integrative negotiation. Distributive bargaining seeks to divide up a fixed amount of resources resulting in a win-lose situation whereas integrative bargaining seeks one or more settlements that can result in win-win outcomes. Integrative bargaining is preferable to distributive bargaining because integrative process builds long-term relationships and facilitates being future partners. It bonds negotiators and enables them to leave the negotiating process feeling that they have all won. The reason why distributive bargaining is prevalent in organizations is that parties are often not open with information and neither are they candid about their concerns. There is often lack of trust and empathy.
The book also describes the concept of BATNA, that is, the best alternative to a negotiated agreement or the lowest acceptable value to an individual for a negotiated agreement. Any offer that you receive that is higher than your BATNA is good and by the same token, you cannot expect the other party to accept an offer that is lower than their BATNA.
The book also highlights other essential elements to a successful negotiation including the need to prepare and plan, being clear about the ground rules, justifying issues on the negotiating table, bargaining and resolving conflicts as well as closure and implementation
The book is well written and is easy to understand and follow. Recommended reading for beginners to negotiation.
Rated by buyers -
I think these types of books work better when they diagram and use modeling as a method to teach. Like many books I read, there was a sense of repetitiveness. I think overall it is a good introductory book for negotiation skills, but not what I was looking for.
Rated by buyers -
An excellent primer on negotiation. This text defines negotiation and then becomes an 'essential' 'how to' text with a wealth of information. From preparation to 'table tactics' through 'tips and traps', this book helps unfold the fundamental truth of negotiation - alternatives drive fairness.
Find other books like this one:
