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Negotiating outcomes : expert solutions to everyday challenges. - Boston, Mass. : Harvard Business School Press, c2007. - xii, 102 p. : ill. ; 18 cm. - Pocket mentor series . - Pocket mentor series. .

Includes bibliographical references (p. 101-102).

Negotiating outcomes : the basics -- Types of negotiations -- Multiphase and multiparty negotiations -- Four key concepts -- Nine steps to a deal -- Negotiation tactics -- Barriers to agreement -- Cognitive traps -- The skills of effective negotiators -- Tips and tools -- Tools for negotiating outcomes -- Test yourself -- Frequently asked questions -- Key terms -- To learn more -- Sources for negotiating outcomes.

ISBN: 9781422114766 (pbk. : alk. paper) 1422114767

LCCN: 2007000876

Subjects--Topical Terms:
Negotiation in business.

LC Class. No.: HD58.6 / .N335 2007

Dewey Class. No.: 658.4/052