Primis Online

| | | | |

My Book Request

Click here to start a new order

| | |

	Main Catalogs

	Accounting

	Business Communication

	Business Law

	Economics

	Finance

	Insurance and Real Estate

	Management Information Systems

	Management and Organization

	Marketing

	Operations and Decision Sciences


	Special Catalogs

	Case Studies

	Text Chapters Mapped to Specific Cases

How to Build a Book:

Keyword

Title, Author, Case #, Etc.

ALEKS
Homework Manager
Discover Econ

Learning Solutions Group

Harvard Business School Press Books — Negotiation

•	To include an item in your complimentary custom book, click the item’s Add link. If there is a View link next to an item, you can view the pages by clicking on the link.

•	To review the list of items you have selected so far, click on Step 2 in the progress bar above.

You have successfully added all of the items to your order. Either click here to review your order or continue to add content from another title.
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
	Add	View	16 pp.	Negotiate in Three Dimensions Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7983BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Most negotiators focus on a single dimension of the bargaining process: tactics. This chapter, in contrast, introduces a three-dimensional approach designed to teach you how to negotiate in ways that recognize, and take advantage of, the rich complexities of human interaction. The three dimensions of this approach — tactics, deal design, and setup — are described. May be used with: (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7996BC) Dovetail Differences: Designing Value-Creating Deals.
	Add	View	18 pp.	Do a 3-D Audit of Barriers to Agreement Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 8008BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Without an accurate barriers assessment, your strategy and tactics may address the wrong problem. What's needed is a systematic assessment of the situation in terms of its setup, deal design, and tactics. This chapter shows you how to perform a 3-D assessment of barriers to agreement.
	Add	View	19 pp.	Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7985BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: In this chapter, the authors describe how to overcome the barriers to agreement that your 3-D audit has identified by crafting a strategy that aligns the three dimensions of effective negotiation: setting up the right negotiation, designing value-creating deals, and stressing problem-solving tactics. May be used with: (7983BC) Negotiate in Three Dimensions; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation.
	Add	View	20 pp.	Get All the Parties Right: Setting Up the Right Negotiation Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7986BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Starting preparations for a negotiation by thinking about the interested parties may seem self-evident. But there are many negotiations in which interested parties are far from obvious — and if you don't identify them correctly, the negotiation may be doomed from the start. This chapter discusses how to exercise a disciplined imagination when considering the full set of involved and influential parties who should be brought to the table. May be used with: (7983BC) Negotiate in Three Dimensions; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation.
	Add	View	19 pp.	Get All the Interests Right: Setting Up the Right Negotiation Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7987BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: An inability to clearly and accurately assess the full set of party interests will get in the way of a successful deal. This chapter reviews the key dos and don'ts of getting all the interests right. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	16 pp.	Get the No-Deal Options Right: Setting Up the Right Negotiation Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7988BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: The perception and reality of no-deal options play a key role in most negotiations. This chapter provides five prescriptions for using the power of no-deal options to drive great deals. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals.
	Add	View	22 pp.	Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7994BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: This chapter starts with how to establish the right sequencing of the negotiation — the right order of approach to the parties, and the most productive staging of the negotiation — and moves to how to make the right basic process choices — the right “rules of engagement” and expectations within which each party will negotiate. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	19 pp.	Move "Northeast": Designing Value-Creating Deals Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7995BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Some of the most important work in negotiation takes place “on the drawing board,” with parties trying to create value, not only for themselves, but for other parties as well. This chapter examines the possibility that if north is the direction I want to go, and east is the direction you want to go, then moving northeast may represent the best possible deal. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	16 pp.	Dovetail Differences: Designing Value-Creating Deals Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7996BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: According to the authors, the most frequently overlooked sources of value in an agreement arise from differences or complementarities rather than common ground among interested parties. This chapter shows you how to develop an inventory of all the ways you differ from your negotiating counterparts, and to use those differences to produce joint gains. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	17 pp.	Make Lasting Deals: Designing Value-Creating Deals Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7997BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Ideally, negotiators will craft agreements to take advantage of the reality that change is bound to occur. This chapter discusses what you can do to make your deal stick, especially in the face of external and internal change. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	21 pp.	Negotiate the Spirit of the Deal: Designing Value-Creating Deals Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 7998BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: This chapter explores the problems that arise when the social and economic contracts of a deal are at odds with each other and suggests ways to negotiate both so that they are independently strong, as well as mutually reinforcing. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	27 pp.	Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 8004BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: Virtually all negotiations involve claiming value. This chapter focuses on at-the-table tactics for claiming value when a move in favor of one party entails a loss for the other. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	24 pp.	Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 8005BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: This chapter shows you how to align set-up, deal-design, and tactical moves to create a 3-D negotiation strategy that will help you realize the potential for agreement. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice; (8007BC) Think Strategically, Act Opportunistically: 3-D Negotiation in Practice.
	Add	View	12 pp.	Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 8006BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: This chapter shows you how to align set-up, deal-design, and tactical moves to create a 3-D negotiation strategy that will help you realize the potential for agreement.
	Add	View	21 pp.	Think Strategically, Act Opportunistically: 3-D Negotiation in Practice Author(s): Lax, David A.; Sebenius, James K. Publication Date: 09/26/2006 Product Type: HBS Press Chapter HBS Number: 8007BC Subjects: Agreements; Conflict management; Decision making; Interpersonal communications; Interpersonal relations; Negotiations; Organizational development; Organizational learning Academic Discipline: Negotiations Product Description: This chapter presents three examples of negotiators who overcame daunting barriers by changing the game to their advantage through their moves in multiple dimensions, highlighting aspects of the 3-D strategy that can enhance your own effectiveness as a negotiator. May be used with: (7983BC) Negotiate in Three Dimensions; (8008BC) Do a 3-D Audit of Barriers to Agreement; (7985BC) Craft a 3-D Strategy to Overcome the Barriers: The Components of 3-D Negotiation; (7986BC) Get All the Parties Right: Setting Up the Right Negotiation; (7987BC) Get All the Interests Right: Setting Up the Right Negotiation; (7988BC) Get the No-Deal Options Right: Setting Up the Right Negotiation; (7994BC) Get the Sequence and Basic Process Choices Right: Setting Up the Right Negotiation; (7995BC) Move “Northeast: “ Designing Value-Creating Deals; (7996BC) Dovetail Differences: Designing Value-Creating Deals; (7997BC) Make Lasting Deals: Designing Value-Creating Deals; (7998BC) Negotiate the Spirit of the Deal: Designing Value-Creating Deals; (8004BC) Shape Perceptions to Claim Value: At-the-Table Tactics for Negotiators; (8005BC) Solve Joint Problems to Create and Claim Value: At-the-Table Tactics for Negotiators; (8006BC) Map Backward to Craft a 3-D Strategy: 3-D Negotiation in Practice.
Harvard Business Essentials: Guide to Negotiation
	Add	View	15 pp.	Types of Negotiation: Many Paths to a Deal Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5641BC Subjects: Communication; Negotiations; Strategy Academic Discipline: Negotiations Product Description: This chapter introduces you to the basic types of negotiations you're likely to encounter and what's at stake in each. After detailing the two basic types, the chapter further discusses how to handle each type if it should happen in phases or involve multiple parties. This overview chapter is required for building a knowledge base of negotiation strategy. May be used with: (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	20 pp.	Four Key Concepts: Your Starting Points Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5672BC Subjects: Reservation prices; Value creation; ZOPA Academic Discipline: Negotiations Product Description: Any successful negotiation must have a fundamental framework based on four key concepts: BATNA (best alternative to negotiated agreement), reservation price, ZOPA (zone of possible agreement), and value creation through trade. This chapter develops these four concepts with examples that help you become a skilled negotiator. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	26 pp.	Preparation: Nine Steps to a Deal Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5689BC Subjects: Alternatives; Learning; Negotiations; Success Academic Discipline: Negotiations Product Description: For a negotiator, preparation means understanding one's own position and interests, the position and interests of the other party or parties, the issues at stake, and alternative solutions. It means learning as much as possible about these as well as about the people with whom you'll be dealing. This chapter helps you prepare, using nine steps and numerous examples. May be used with: (5672BC) Four Key Concepts: Your Starting Points; (5696BC) Table Tactics: How to Play the Game Well; (5641BC) Types of Negotiation: Many Paths to a Deal; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	29 pp.	Table Tactics: How to Play the Game Well Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5696BC Subjects: Active listening; Agendas; Negotiations; Performance measurement; Tactics Academic Discipline: Negotiations Product Description: The first challenge in negotiation is to get the other side to the table. After offering methods of getting the ball rolling, this chapter covers ways to relieve tension, agree on an agenda, and set the right tone. The remainder of the chapter focuses on table tactics for the negotiations themselves, including active listening, exploiting complementary interests, packaging options for more favorable deals, and continual evaluation. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	21 pp.	Frequently Asked Tactical Questions: Answers You Need Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5702BC Subjects: Interpersonal relations; Negotiations; Prices; Procedures; Tactics Academic Discipline: Negotiations Product Description: This chapter is a must-have source of frequently asked questions (FAQs) about negotiating tactics. For convenience, questions and answers are organized under three broad categories: price, procedures, and people. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	20 pp.	Barriers to Agreement: How to Recognize and Overcome Them Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5719BC Subjects: Agreements; Barriers; Negotiations Academic Discipline: Negotiations Product Description: Some negotiations cannot be completed for the simple reason that one or another party has better alternatives elsewhere. This chapter examines barriers to successful negotiations and how they can be overcome or eliminated. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	17 pp.	Mental Errors: How to Recognize and Avoid Them Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5726BC Subjects: Emotions; Negotiations; Perception Academic Discipline: Negotiations Product Description: Mental errors by negotiators can result in no deal or a bad deal. This chapter examines the five most common errors (escalation, partisan perceptions, irrational expectations, overconfidence, and unchecked emotions) and offers suggestions for self-correction. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	15 pp.	When Relationships Matter: A Different Notion of Winning Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5733BC Subjects: Interpersonal relations; Long term planning; Management communication; Negotiations; Relationship management Academic Discipline: Negotiations Product Description: We often think of negotiation as something that takes place between arm's-length entities trying to cut the best possible deal for themselves without regard to the future. This chapter focuses on and offers tactics for situations where relationships must be maintained long after negotiations are over, such as those between managers and their direct reports, manufacturers and their key suppliers, and employees who are collaborating with others. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5740BC) Negotiating for Others: Whose Interests Come First?; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	13 pp.	Negotiating for Others: Whose Interests Come First? Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5740BC Subjects: Agreements; Labor negotiations; Management communication; Negotiations; Roles Academic Discipline: Negotiations Product Description: In some cases, people and organizations represent their own interests. But in many other cases, they are represented by others, including independent agents, employees charged with representing their companies, or officials of an organization such as a labor union. This chapter considers the roles of these various agents and potential problems that arise from their use. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5757BC) Negotiation Skills: Building Organizational Competence.
	Add	View	17 pp.	Negotiation Skills: Building Organizational Competence Publication Date: 06/23/2003 Product Type: HBS Press Chapter HBS Number: 5757BC Subjects: Agreements; Management development; Negotiations; Organizational learning Academic Discipline: Negotiations Product Description: It's one thing to develop one's individual negotiating skills. Developing the negotiating skills of an organization at many levels is a very different challenge, but one with great potential rewards. This chapter explores that challenge from several perspectives. May be used with: (5641BC) Types of Negotiation: Many Paths to a Deal; (5672BC) Four Key Concepts: Your Starting Points; (5689BC) Preparation: Nine Steps to a Deal; (5696BC) Table Tactics: How to Play the Game Well; (5702BC) Frequently Asked Tactical Questions: Answers You Need; (5719BC) Barriers to Agreement: How to Recognize and Overcome Them; (5726BC) Mental Errors: How to Recognize and Avoid Them; (5733BC) When Relationships Matter: A Different Notion of Winning; (5740BC) Negotiating for Others: Whose Interests Come First?.
The Point of the Deal: How to Negotiate When "Yes" Is Not Enough
	Add	View	17 pp.	Introduction: What’s the Point?—The Basics of Failure and Success in Negotiation Strategies Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 4942BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: The point of the deal is not simply “getting to yes” but forming strategic partnerships that last after the contracts are signed. This chapter introduces readers to essential concepts in negotiating. May be used with: (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	18 pp.	The Deal-Making Mind-set: Why "Yes" Is Often Not Enough Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5042BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: This chapter examines common mistakes made during negotiation and provides individuals and organizations with the self-reflective questions essential to getting beyond “yes.” May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	16 pp.	Treat the Deal as a Means to an End: What Do You Need Beyond a "Yes"? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5041BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Finalized documents don't signal the end of negotiation. Instead, as this chapter illustrates, understanding and being explicit about your post-negotiation relationship is key to making and maintaining profits. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	20 pp.	Consult Broadly: Who Do You Need to Get Beyond "Yes"? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5040BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Many negotiators exclude others from the decision making process; however, such a strategy is ultimately harmful as it limits your access to knowledge. This chapter discusses how to achieve the right level of inclusivity in order to succeed. May be used with: (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough; (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies.
	Add	View	20 pp.	Make History: How Do You Set the Right Precedent for Implementation? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5039BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Because implementation means prolonged interaction with your counterparts, early on you must formulate and enact the precedents that will ensure future success. Anticipating and creating the history you need is the focus of this chapter. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	17 pp.	Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5038BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Risk is an ordinary and necessary part of any negotiation process and should be treated as such. This chapter discusses how to express concerns without creating an adversarial climate. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	14 pp.	Don’t Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5037BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Getting the other party to overcommit in the negotiation doesn't serve your interests. This chapter shows you how to focus on achievable and rewarding goals. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	12 pp.	Run Past the Finish Line: How Do You Stay Focused on the Real Goal?—Transitioning from Negotiation to Implementation Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5036BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: This chapter redefines negotiation goals as actions, relationships, and expectations that go beyond merely signing a contract. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	24 pp.	Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing? Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5035BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Negotiation may seem like the last unmanageable frontier in business yet even star negotiators need guidance and management. This chapter includes coaching questions and competency guides to help in your management of negotiators. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	39 pp.	Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5034BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Instead of thinking of negotiation as an art, think of it as a discipline that must be approached in an organized, systemic manner. This chapter illustrates how such an outlook will help you achieve across-the-board improvements. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	35 pp.	Bet-the-Company Deals: Mergers, Alliances, and Outsourcing Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5033BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: Mergers, alliances and outsourcing raise many questions about profit, social implications, competition, and fair trade issues. This chapter looks at how these “business combination” deals can use the implementation mindset to affect negotiation. May be used with: (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5032BC) Bread-and-Butter Deals: Customers and Suppliers; (5031BC) Conclusion: When “Yes” Is Not Enough; (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies.
	Add	View	19 pp.	Bread-and-Butter Deals: Customers and Suppliers Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5032BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: It's the small “n” negotiations where value can be captured or squandered that can make the difference between success and failure in the business world. This chapter shows you why. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5031BC) Conclusion: When “Yes” Is Not Enough.
	Add	View	10 pp.	Conclusion: When "Yes" Is Not Enough Author(s): Ertel, Danny; Gordon, Mark Publication Date: 10/23/2007 Product Type: HBS Press Chapter HBS Number: 5031BC Subjects: Alliances; Arbitration; Contracts; Core competencies; Negotiations; Power & influence Academic Discipline: Negotiations Product Description: This chapter answers questions about implementing strategies for doing better deals. May be used with: (4942BC) Introduction: What's the Point? — The Basics of Failure and Success in Negotiation Strategies; (5042BC) The Deal-Making Mind-set: Why “Yes” Is Often Not Enough; (5041BC) Treat the Deal as a Means to an End: What Do You Need Beyond a “Yes”?; (5040BC) Consult Broadly: Who Do You Need to Get Beyond “Yes”?; (5039BC) Make History: How Do You Set the Right Precedent for Implementation?; (5038BC) Air Your Nightmares: How Do You Discuss Risk Without Risking the Deal?; (5037BC) Don't Let Them Overcommit: How Do You Help Make Sure Your Counterparts Can Deliver?; (5036BC) Run Past the Finish Line: How Do You Stay Focused on the Real Goal? — Transitioning from Negotiation to Implementation; (5035BC) Managing Negotiators: How Do You Steer Them Toward Deals Worth Doing?; (5034BC) Building an Organization That Does Deals Worth Doing: How So Many Smart Companies Get It Wrong; (5033BC) Bet-the-Company Deals: Mergers, Alliances, and Outsourcing; (5032BC) Bread-and-Butter Deals: Customers and Suppliers.

Privacy Notice

The McGraw-Hill Companies

McGraw-Hill Higher Education

McGraw-Hill Custom Publishing