Title: The essentials of negotiation.
Authors: Harvard Business School Press.; Society for Human Resource Management (U.S.)
Publisher: Harvard Business School Press ; Society for Human Resource Management,
Year: 2005
Subjects: Negotiation in business.; Personnel management
Contents: 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.