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The Art of business negotiation. [electronic resource]

Material type: TextTextSeries: Harvard business review paperback book series ; no. 90027. Publisher: Boston : Harvard Business School Pub. Division, c1991Description: vi, 93 p. : ill. ; 29 cm.ISBN: 0875842887 (PBK); 9780875842882 (PBK).Uniform titles: Harvard business review. Subject(s): Negotiation in business | Industrial relations | Négociations (Affaires)DDC classification: 658.4052 Online resources: Free eBook from the Internet Archive | Additional information and access via Open Library
Contents:
He who pays the piper / Roger Fisher -- Negotiating with a customer you can't afford to lose / by Thomas C. Keiser -- You can negotiate with venture capitalists / Harold M. Hoffman and James Blakey -- How to negotiate a term loan / Jasper H. Arnold III -- What arbitrators think about technology replacing labor / Richard D. Sibbernsen -- New labor-management models from Detroit? / Daniel D. Luria -- Do we really want labor on the ropes? / Jack Barbash -- The case for adversarial unions / Barbara Reisman and Lance Compa -- Who is them? / by Robert B. Reich -- Can the U.S. negotiate for trade equality? / by Raymond Vernon -- The China trade : making the deal / Lucian W. Pye -- Foreign ownership : when hosts change the rules / Dennis J. Encarnation and Sushil Vachani.
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Articles originally published in the Harvard business review.

He who pays the piper / Roger Fisher -- Negotiating with a customer you can't afford to lose / by Thomas C. Keiser -- You can negotiate with venture capitalists / Harold M. Hoffman and James Blakey -- How to negotiate a term loan / Jasper H. Arnold III -- What arbitrators think about technology replacing labor / Richard D. Sibbernsen -- New labor-management models from Detroit? / Daniel D. Luria -- Do we really want labor on the ropes? / Jack Barbash -- The case for adversarial unions / Barbara Reisman and Lance Compa -- Who is them? / by Robert B. Reich -- Can the U.S. negotiate for trade equality? / by Raymond Vernon -- The China trade : making the deal / Lucian W. Pye -- Foreign ownership : when hosts change the rules / Dennis J. Encarnation and Sushil Vachani.

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