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Reference no. 9-905-059
Subject category: Case Method and Specialist Management Disciplines
Authors: Michael A Wheeler (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2005
Version: 14 February 2018
Length: 12 pages
Data source: Generalised experience
Topics: Negotiation; Analysis; Emotions; Empathy; Difficult conversations; Consumer research
Share a link: https://casecent.re/p/62168
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Abstract

Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: (1) win-win or mutual gains negotiation; (2) negotiation analysis; (3) relational negotiation; (4) negotiation in context; and (5) the school of hard knocks. An appendix provides a more extensive bibliography.
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Abstract

Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: (1) win-win or mutual gains negotiation; (2) negotiation analysis; (3) relational negotiation; (4) negotiation in context; and (5) the school of hard knocks. An appendix provides a more extensive bibliography.

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Sorry, this product has no related items.