Negotiating for results

de James K. Sebenius, Michael Wheeler, Harvard Business School Publishing Corporation

Learn to develop a best alternative to a negotiated agreement, clarify and uncover all interests to create opportunities for mutual gain, restore productive dialogue with "appreciative moves" when negotiations stall, differentiate between the relationship and the deal, generate ways to foster relationships based on trust, and think through and plan for how terms of an agreement will carry out in practice. This program is based on the research and writings of James K. Sebenius, Michael Wheeler, Danny Ertel, and other negotiation experts.