Harvard Business Essentials: Negotiation

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 — Recognizing the barriers to agreement and how to overcome them