The Essentials of Negotiation (Google eBook)

Front Cover
Harvard Business School Press
Harvard Business Press, 2005 - Business & Economics - 355 pages
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The Business Literacy for HR Professionals Seriesis a co-branded line of books developed jointly between HBSP andSHRM (the Society for Human Resource Management).

This series will help HR professionals to become more influential strategic partners in their organizations by educating them in the core principles, practices, and processes of business and management. The purpose of the series is to help HR professionals develop knowledge and skills related to, but outside, the HR domain in order to make more strategic contributions to their organizations. These books will help HR professionals have a seat at the table by becoming more proficient and literate in critical business and management arenas such as finance, negotiation, strategy, change management, etc.

SHRM is the world’s largest professional association devoted to human resource management. Representing more than 170,000 individual members, the Society’s mission is to serve the needs of HR professionals by providing the most essential and comprehensive resources available.

  

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Contents

Summing Up
189
Critical Questions
191
Mental Errors How to Recognize and Avoid Them
193
Escalation
194
Partisan Perceptions
196
Irrational Expectations
198
Overconfidence
200
Unchecked Emotions
201

Independent Agents
24
Nonindependent Agents
26
The Challenges Agents Face
27
Agents Legal Duties
31
Agents Ethical Responsibilities
38
When Not to Be an Agent
44
Types of Negotiation Many Patios to Agreement
47
Distributive Negotiation
48
Integrative Negotiation
51
Multiple Phases and Multiple Parties
58
Summing Up
60
Critical Questions
61
The Importance of Relationships Different Notions of Value
63
Why Relationships Matter
64
How Perceptions of Relationship Value Affect Negotiations
66
Doing It Right
69
Critical Questions
74
Four Key Concepts Your Starting Points
75
BATNA
77
Reservation Price
85
ZOPA
88
Value Creation Through Trades
90
Summing Up
92
Critical Questions
93
Preparing for a Negotiation Nine Steps
95
Define a Good Outcome for You and the Other Side
97
Identify Potential ValueCreation Opportunities
101
Identify Your and the Other Sides BATNA and Reservation Price
102
Shore Up Your BATNA
104
Anticipate Authority Issues
105
Learn All You Can About the Other Side
110
Gather Fairness Standards and Criteria
111
Alter the Process in Your Favor
112
Summing Up
116
Critical Questions
117
Negotiation Strategies How to Bargain Skillfully
119
Getting the Other Side to Negotiate
120
Making a Good Start
122
Addressing WinLose Negotiations
124
Managing Integrative Negotiations
132
General Strategies
141
Summing Up
148
Critical Questions
150
Frequently Asked Tactical Questions Answers You Need
151
FAQs About Money
152
FAQs About Process
154
FAQs About People
157
Summing Up
161
Manipulative Negotiation Ploys How to Recognize and Respond to Them
163
A Plethora of Ploys
164
Focus on the Negotiation Process
166
Skills for Reshaping the Negotiation Process
167
Summing Up
172
Critical Questions
173
Barriers to Agreement How to Recognize and Overcome Them
175
DieHard Bargainers
176
Spoilers
179
Lack of Trust
180
Information Vacuums
182
Communication Difficulties
184
Cultural and Gender Differences
186
Structural Impediments
188
Summing Up
204
Critical Questions
205
Negotiations with Job Seekers and Employees Handling Agreements A bout Salaries Counteroffers and Legal Arrangements
207
Working Out Starting Salary and Benefits Packages with Job Seekers
208
Negotiating a Counteroffer with a Valued Employee
212
Negotiating Legal Agreements
214
Summing Up
223
Critical Questions
224
Negotiations with Your Boss Peer Managers and Other Senior Executives Exerting Your Influence Effectively
225
Getting Your Bosss Support
226
Negotiating HR Policies with Peer Managers
228
Obtaining Executive Approval for HR Projects or Expenditures
231
Participating in Defining Your Firms Strategy
233
Summing Up
238
Negotiations with Vendors and Consultants Forging the Best Agreements for Your Company
241
Determining Your Needs
242
Interviewing Candidates
244
Checking References
245
Requesting Written Proposals
246
Selecting the Vendor or Consultant
247
Negotiating the Spirit of the Deal
249
Summing Up
254
Critical Questions
255
Negotiations with Labor Unions Handling the Complexities Successfully
257
New Developments in Organized Labor
258
Laying the Groundwork for Positive Relationships
259
Navigating the Bargaining Process
260
Summing Up
266
Negotiations over Legal Disputes Protecting Your Organization
267
Understanding Trends in the Realm of Legal Disputes
268
The Importance of Prevention
269
Summing Up
277
Critical Questions
278
Negotiations Related to Mergers and Acquisitions Navigating Complex New Terrain
279
General Strategies for Ensuring a Successful Merger or Acquisition
281
Restructuring HR
283
Integrating Rewards
285
Integrating HR Technology
287
Summing Up
290
Making Negotiation a Core Capability Building Organizational Competence
293
Continuous Improvement
294
Negotiating as an Organizational Capability
298
HRs Role in Building Negotiation Competence
303
Summing Up
305
Critical Questions
306
Sharpening Your Skills Benefiting Your Company HR Professionals as Seasoned Negotiators
307
Key Principles and Techniques
308
Enhancing Your Negotiation Skills
312
Benefits to Your Company Your Department and You
314
Summing Up
315
Critical Questions
316
Notes
317
Glossary
323
For Further Reading
329
Index
337
About the Series Adviser
347
About the Subject Adviser
349
About the Writers
351
About the Society for Human Resource Management
353
Acknowledgments
355
Copyright

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About the author (2005)

SERIES DESCRIPTION:

The Business Literacy for HR Professionals Seriesis a co-branded line of books developed jointly between HBSP and SHRM (the Society for Human Resource Management).

SHRM is the world’s largest professional association devoted to human resource management.

Bibliographic information