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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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Mentor’s Message: Negotiating Skills Will Help Your Career

If you are a supervisor, manager, or executive, you probably spend a good part of your day negotiating with people inside or outside your organization. These negotiations may be formal meetings across a bargaining table, or they may be informal exchanges between you and your employees. In both cases, proficient and refined negotiating skills are required for success.

This Pocket Mentor explains the negotiating process and teaches you how to become an effective practitioner. It will help you to

  • Understand the basic types of negotiation and the key concepts underlying them
  • Prepare for, conduct, and close a negotiation
  • Maintain a good negotiating relationship with the other side and maximize ...

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