Table Tactics: How to Play the Game Well
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- Synopsis
- The first challenge in negotiation is to get the other side to the table. After offering methods of getting the ball rolling, this chapter covers ways to relieve tension, agree on an agenda, and set the right tone. The remainder of the chapter focuses on table tactics for the negotiations themselves, including active listening, exploiting complementary interests, packaging options for more favorable deals, and continual evaluation.
- Copyright:
- 2003
Book Details
- Book Quality:
- Publisher Quality
- Publisher:
- Harvard Business Publishing
- Date of Addition:
- 08/02/16
- Copyrighted By:
- HBS Press
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Business and Finance
- Submitted By:
- Bookshare Staff
- Usage Restrictions:
- This is a copyrighted book.