ISBN-10: 1591391113

ISBN-13: 9781591391111

Edition: 2003

List price: $25.00 Buy it from $10.16
eBook available
30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy


Offering practical advice to help any manager broker better deals and effectively mediate disputes, this text discusses a multitude of topics, including multiparty negotiations, assessing opponents, and determining your sources of power and authority in a negotiation.
Used Starting from $13.78
New Starting from $20.15
eBooks Starting from $24.99
Buy eBooks
what's this?
Rush Rewards U
Members Receive:
You have reached 400 XP and carrot coins. That is the daily max!
Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Customers also bought

Book details

List price: $25.00
Copyright year: 2003
Publisher: Harvard Business Review Press
Publication date: 7/1/2003
Binding: Paperback
Pages: 192
Size: 6.00" wide x 9.25" long x 0.50" tall
Weight: 0.814
Language: English

Types of Negotiation: Many Paths to a Deal
Distributive Negotiation
Integrative Negotiation
Multiple Phases and Multiple Parties
Summing Up
Four Key Concepts: Your Starting Points
Know Your BATNA
Reservation Price
Value Creation Through Trades
Summing Up
Preparation: Nine Steps to a Deal
Consider What a Good Outcome Would Be for You and the Other Side
Identify Potential Value Creation Opportunities
Identify Your BATNA and Reservation Price, and Do the Same for the Other Side
Shore Up Your BATNA
Anticipate the Authority Issue
Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue
Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence
Gather External Standards and Criteria Relevant to Fairness
Alter the Process in Your Favor
Summing Up
Table Tactics: How to Play the Game Well
Getting the Other Side to the Table
Making a Good Start
Tactics for Win-Lose Negotiations
Tactics for Integrative Negotiations
General Tactics: Framing and Continual Evaluation
Summing Up
Frequently Asked Tactical Questions: Answers You Need
FAQs About Price
FAQs About Process
FAQs About People Problems
Barriers to Agreement: How to Recognize and Overcome Them
Die-Hard Bargainers
Lack of Trust
Informational Vacuums and the Negotiator's Dilemma
Structural Impediments
Differences in Gender and Culture
Difficulties in Communication
The Power of Dialogue
Summing Up
Mental Errors: How to Recognize and Avoid Them
Partisan Perceptions
Irrational Expectations
Unchecked Emotions
Summing Up
When Relationships Matter: A Different Notion of Winning
Why Relationships Matter
How Perceptions of Relationship Value Affect Negotiations
Doing It Right
Summing Up
Negotiating for Others: Whose Interests Come First?
Independent Agents
Non-Independent Agents
Agency Issues
Summing Up
Negotiation Skills: Building Organizational Competence
Continuous Improvement
Negotiating as an Organizational Capability
What Makes an Effective Negotiator?
Summing Up
Useful Implementation Tools
For Further Reading
About the Subject Adviser
About the Writer
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.