false 2211090 1 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 access 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 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. 2216877 1 7 2003 Negotiation (Harvard Business Essentials) total:6|5:3|4:3| 6 27 17 3 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 4 0 false Thu Sep 25 00:00:00 -0700 2008 Sat Jan 12 12:42:31 -0800 2008 Thu Sep 25 22:43:07 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 4 0 false Thu Mar 20 03:15:47 -0700 2008 Thu Sep 04 04:00:50 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 4 0 false Sat Sep 06 09:47:09 -0700 2008 Sat Sep 06 09:47:41 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Fri Dec 04 07:59:01 -0800 2009 Fri Dec 04 07:59:23 -0800 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Fri Oct 16 01:04:12 -0700 2009 Fri Oct 16 01:04:12 -0700 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Wed Sep 16 23:37:59 -0700 2009 Wed Sep 16 23:50:21 -0700 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Sat May 30 20:36:25 -0700 2009 Sat May 30 20:36:25 -0700 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Tue May 12 18:30:07 -0700 2009 Tue May 12 18:30:09 -0700 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Wed Mar 11 07:01:33 -0700 2009 Wed Mar 11 07:01:33 -0700 2009 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Wed Dec 31 17:24:40 -0800 2008 Wed Dec 31 17:24:42 -0800 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Thu Oct 30 14:52:20 -0700 2008 Thu Oct 30 14:52:20 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 5 0 false Mon Jan 01 00:00:00 -0800 2007 Sun Sep 21 08:16:56 -0700 2008 Mon Sep 22 08:10:13 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Tue Aug 12 13:12:27 -0700 2008 Tue Aug 12 13:12:27 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Sun May 18 19:26:43 -0700 2008 Sun May 18 19:42:23 -0700 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 5 0 false Mon Feb 11 16:12:26 -0800 2008 Mon Feb 11 16:12:26 -0800 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 0 0 false Sat Feb 09 10:06:15 -0800 2008 Sat Feb 09 10:06:22 -0800 2008 2211090 1591391113 9781591391111 6 3 4.50 http://www.goodreads.com/book/show/2211090.Negotiation 5 0 false Tue Nov 20 12:43:00 -0800 2007 Tue Nov 20 12:43:00 -0800 2007 http://www.goodreads.com/book_link/follow/8?book_id=2211090