Mastering Business Negotiation

A Working Guide to Making Deals & Resolving Conflict

Roy J. Lewicki, Alexander Hiam

302 pages, parution le 11/08/2006

Ajouter à une liste

Indisponible

Résumé

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:

Understand the game so you can better control what happens
Predict the sequence of negotiation activities and move from disagreement toward agreement
Identify the strategies and tactics of other players in the game.
Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

L'auteur - Roy J. Lewicki

Roy J. Lewicki is the Dean's Distinguished Teaching Professor of Management and Human Resources at the Max M. Fisher College of Business at Ohio State University.

L'auteur - Alexander Hiam

Anciennement professeur à l'Université du Massachusetts, Alexander Hiam est aujourd'hui un chef d'entreprise au succès florissant exerçant dans le conseil en management. Il est l'auteur expérimenté de plus d'une vingtaine d'ouvrages.

Autres livres de Alexander Hiam

Le marketing pour les nuls

Découvrir tous les livres de Alexander Hiam

Sommaire

Preface
The Negotiation Imperative
Avoidance Strategies
Mastering Multiparty Negotiations
The Flexibility of the Master Negotiator
Getting Ready to Negotiate
The Art of the Master Competitor
Executing a Competitive Negotiatio
Mastering the Art of Collaboration
Mastering the Art of Compromise
Mastering Accommodation and
Three (or More) Is a Crowd
Mastering the Framing Process in Negotiation
Mastering the Power and Influence Process
Mastering Personal Negotiations
The Authors
Index

Voir tout

Replier

Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Roy J. Lewicki, Alexander Hiam
Parution	11/08/2006
Nb. de pages	302
Format	16 x 23,5
Couverture	Relié
Poids	509g
Intérieur	Noir et Blanc
EAN13	9780787980993
ISBN13	978-0-7879-8099-3