Negotiation

Author: Emilia Ibarra
Publisher:
Publish Date: 2002-09-01
Features: This collection of notes and articles presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice on managing different aspects of negotiation. Although the selections were originally written to stand alone, they have been sequenced here to provide a coherent overview of the negotiation process from the initial formulation of strategy, through careful preparation, and then personal interaction at the bargaining table.