The Essentials of Negotiation

Author: Society for Human Resource Management; Harvard Business School Press
Publisher: Harvard Business School Press
ISBN: 9781591395744
Published In: April 2005
Format: Paperback , 288 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Description
Contents
Author

Details

Whether pitching a new HR program to the CEO, bargaining with a vendor or designing a salary agreement for an employee, HR professionals constantly engage in negotiations that can improve-or hinder-their organization's strategic performance.

The Essentials of Negotiation includes tips and tools that will help HR professionals become effective, influential negotiators in their firms as they learn to:

Master preparation techniques.
Match the right negotiation tactic to the right situation.
Reshape the negotiation process when deals get contentious.
Handle personnel agreements including salaries and counteroffers.
Effectively influence bosses and peers.
Forge advantageous agreements with vendors and consultants.
Protect their organizations from legal disputes.

Co-published by SHRM and Harvard Business School Press.

About the book series

The Business Literacy for HR Professionals Series is a co-branded line of books developed jointly between Harvard Business School Press and SHRM (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.

Introduction

Chapter 1: Negotiation and the HR Professional: A Crucial Activity

Chapter 2: The HR Professional as Negotiation Agent: Whose Interests Come First?

Chapter 3: Types of Negotiation: Many Paths to Agreement

Chapter 4: The Importance of Relationships: Different Notions of Value

Chapter 5: Four Key Concepts: Your Starting Points

Chapter 6: Preparing for a Negotiation: Nine Steps

Chapter 7: Negotiation Strategies: How to Bargain Skillfully

Chapter 8: Frequently Asked Tactical Questions: Answers You Need

Chapter 9: Manipulative Negotiation Ploys: How to Recognize and Respond to Them

Chapter 10: Barriers to Agreement: How to Recognize and Overcome Them

Chapter 11: Mental Errors: How to Recognize and Avoid Them

Chapter 12: Negotiations with Job Seekers and Employees: Handling Agreements about Salaries, Counteroffers, and Legal Arrangements

Chapter 13: Negotiations with Your Boss, Peer Managers, and Other Senior Executives: Exerting Your Influence Effectively

Chapter 14: Negotiations with Vendors and Consultants: Forging the Best Agreements for Your Company

Chapter 15: Negotiations with Labor Unions: Handling the Complexities Successfully

Chapter 16: Negotiations over Legal Disputes: Protecting Your Organization

Chapter 17: Negotiations Related to Mergers and Acquisitions: Navigating Complex New Terrain

Chapter 18: Making Negotiation a Core Capability: Building Organizational Competence

Chapter 19: Sharpening Your Skills, Benefiting Your Company: HR Professionals as Seasoned Negotiators

Notes

Glossary

For Further

Index

SHRM (the Society for Human Resource Management) 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.