Video descriptionNegotiating may seem scary or unpleasant. You may worry that you lack the right skills to engage in a head-to-head negotiation, or that you'll damage relationships in the process. And even if you do enjoy negotiation, you may feel that there needs to be a winner and a loser, or at least a tough compromise. But this zero-sum approach isn't the only way to negotiate. In fact, there is a better way. In this interactive Harvard Business Review webinar, negotiation expert Jeff Weiss, author of the HBR Guide to Negotiating, shares a disciplined, collaborative approach to negotiation that produces better outcomes and stronger relationships. This approach works in any situation where two parties need to come to terms despite competing interests—from complex multimillion-dollar deals to informal conversations with colleagues. Weiss provides a negotiation framework and other proven tools and strategies to help you get better at: 1) preparing for negotiations; 2) uncovering your counterpart’s real interests; 3) developing high-value solutions; 4) setting the right tone and managing the relationship; 5) taming a hard bargainer; 6) assessing when and how to walk away; and 7) reviewing and learning from your negotiations.
Table of contents
- Title: Drive the Right Bargain: Your Framework for Better Negotiations
- Release date: September 2014
- Publisher(s): Harvard Business Review
- ISBN: None
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