Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and complete self-study guides. This collection provides an overview of the strategy and tactics of negotiation. Each piece offers a practical framework and useful tips for controlling various aspects of the negotiations, essentially managerial skills. In a series of Business Fundamentals, this collection contains the materials used in the MBA from Harvard Business School and education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler, "rethinking" Preparation "Talks" by Michael Watkins, "Dealmaking Essentials: Creating and maintaining that value in the long term," James K. Sebenius, "The two psychological traps in the negotiations," George Wu, "How to frame a message: The Art of Persuasion and negotiation "Lyle Sussman," Errors in social decision: implications for negotiation and conflict resolution, Part 1, "Robert J. Robinson," Breakthrough talks "Deborah M. Kolb and Judith Williams," Coalition "by Herminia Ibarra," Six Skills Simply effective negotiations "by James K. Sebenius and" Dynamic Negotiation: Seven proposals for complex negotiations "by Michael Watkins." Hide
by Herminia Ibarra, Deborah M. Kolb, Robert G. Robinson, James K. Sebenius, Lyle Sussman, Michael D. Watkins, Michael A. Wheeler, Judith Williams, George Wu 148 pages. Publication Date: October 25, 2001. Prod. #: 1771-SBB-ENG
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