文档介绍：11831_HBSP Guide to Neg_CVR 5/17/05 1:20 PM Page 1
THE
HARVARD
BUSINESS
SCHOOL
PUBLISHING
GUIDE TO
Smart Negotiation
60 HARVARD WAY | BOSTON, MA 02163
11831_HBSP Guide to Neg_TOC/OF 9/12/03 1:55 PM Page 1
THE
HARVARD
BUSINESS
SCHOOL
PUBLISHING
GUIDE TO
Smart Negotiation
Six Habits of Merely Effective Negotiators
James K. Sebenius
Harvard Business Review
Negotiating the Spirit of the Deal
Ron S. Fortgang, David A. Lax, and James K. Sebenius
Harvard Business Review
The Hidden Challenge of Cross-Border Negotiations
James K. Sebenius
Harvard Business Review
Breakthrough Bargaining
Deborah M. Kolb and Judith Williams
Harvard Business Review
How to Negotiate with a Hard-Nosed Adversary
Anne Field
Harvard Management Update
The Only Four-Page Guide to Negotiating You’ll Ever Need
Walter Kiechel
Harvard Management Update
Turning Negotiation into a Corporate Capability
Danny Ertel
Harvard Business Review
Negotiating Without :
A Conversation with the NYPD’s Dominick J. Misino
Dominick J. Misino and Diane L. Coutu
Harvard Business Review
© 2003, 2002, 2001, 1999, 1996 by the President and Fellows of Harvard College. All rights reserved. No part of this publication may
be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any infor-
mation storage and retrieval system, without permission in writing from the publisher. Printed in . Copyright 2003.
Six Habits of Merely
Effective Negotiators
by James K. Sebenius
Reprint r0104e
Like many
executives,
you know
a lot about
negotiating.
But still
you fall prey
to a set of SIX HABITS
common
errors. OF
The best
defense is
staying Merely
focused on
the right
problem Effective
to solve.
NEGOTIATORS
lobal deal makers did a staggering $ trillion
worth of M&A transactions in 1999 – and that’s only
by James K. Sebenius G a f