Distills the negotiation advice from more than a dozen books on general negotiation. Compares and contrasts specific rules and organized the books in five categories loosely: Win-win or mutual gains bargaining negotiation analysis, relational negotiation, negotiations in the context and the school of hard knocks. An appendix provides an extensive bibliography.

Distills the negotiation advice from more than a dozen books on general negotiation. Compares and contrasts specific rules and organized the books in five categories loosely: Win-win or mutual gains bargaining negotiation analysis, relational negotiation, negotiations in the context and the school of hard knocks. An appendix provides an extensive bibliography.
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Michael A. Wheeler
11 pages.
Publication Date: Jan 27,, 2005. Prod #: 905 059 PDF-ENG
Negotiation Advice: A Synopsis HBR case solution