000			03103cam a2200409 i 4500
999			_c112793 _d112793
001			18855528
003			BJBSDDR
005			20230411090123.0
007			ta
008			270619s2016 mau b 001 0 eng
010			_a 2015044110
020			_a9781633690769 (hardcover : alk. paper)
040			_aDLC _beng _cDLC _erda _dDLC
042			_apcc
050	0	0	_aHD 58.6 _bW431h 2016
082	0	0	_a658.4/052 _223
100			_aWeiss, Jeff A., _eauthor. _96076 _d1964-
245	1	0	_aHBR guide to negotiating / _cJeff Weiss.
246	3		_aHarvard Business Review guide to negotiating
246	3	0	_aNegotiating
264		1	_aBoston, Massachusetts : _bHarvard Business Review Press, _c[2016]
300			_axvii, 170 pages ; _c23 cm.
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
490	0		_aHarvard Business Review guides
504			_aIncludes bibliographical references and index.
505			_aIntroduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- Section 1. Before you get in the room: the best negotiator is the most prepared one -- Question you assumptions about the negotiation -- Prepare the substance -- Prepare the process -- Connect in advance -- Section 2. In the room: power comes from negotiating with discipline -- Begin the negotiation -- Create and refine your options -- Select the right outcome -- Continuously adapt your approach -- Section 3. The common challenges: tools and techniques you can use in specific situations -- Align multiple parties -- Tame the hard bargainer -- When communication breaks down -- When emotions get in the way -- Section 4 Postgame: careful review drives learning and improvement -- Wrap up the negotiation -- Review what happened.
520			_a "Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle - if you come to any agreement at all. But there's a better way. Written by negotiation expert Jeff Weiss, the "HBR Guide to Negotiating" provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships." -- Back cover
650		0	_aNegotiation in business.
650		0	_aNegociación en los negocios _96120
730	0		_aHarvard business review.
776	0	8	_iOnline version: _aWeiss, Jeff A., author. _tHBR guide to negotiating _dBoston, Massachusetts : Harvard Business Review Press, [2016] _z9781633690776 _w(DLC) 2015049476
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK