The decision process : five key steps -- The context for success : setting the stage -- The framing challenge : what is the real problem? -- Alternatives : the source of superior solutions -- Evaluate the alternatives : finding the value of each option -- Make the decision : getting to agreement...

Negotiation and the HR professional -- The HR professional as negotiation agent -- Types of negotiation -- The importance of relationships -- Four key concepts -- Preparing for a negotiation -- Negotiation strategies -- Frequently asked tactical questions -- Manipulative negotiation ploys --...