Extreme Negotiations  

Oleh:

Weiss, Jeff ; Donigian, Aram ; Hughes, Jonathan

Jenis: Article from Bulletin/Magazine - ilmiah internasional
Dalam koleksi: Harvard Business Review bisa di lihat di link (http://web.b.ebscohost.com/ehost/command/detail?sid=f227f0b4-7315-44a4-a7f7-a7cd8cbad80b%40sessionmgr114&vid=12&hid=105&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#db=bth&jid=HBR) vol. 88 no. 11 (Nov. 2010), page 66.
Topik: Negotiations; Business; Leaders; Military

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: HH10.42 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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It’s often not easy to “get to yes,” particularly given the pace of business and the structure of organizations today. CEOs and other senior executives are under extreme time pressure, managing complex, high-stakes conversations across functional areas and divisions, with alliance partners and critical suppliers, and with customers and regulators. Many report feeling that they are constantly in negotiation mode—trying to gain approval for deals in which hundreds of millions (and sometimes billions) of dollars are at stake, in the shortest possible time frames, from people who may hold the company’s (and even the leader’s own) future in their hands. To these executives, negotiation isn’t just about transactions anymore; it’s about adapting to rapidly changing information and circumstances.

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