Harvard Business Review Guides Ultimate Boxed Set (16 Books)

Introduction

Negotiation is about creativity, not compromise.

Whether you’re aware of it or not, you’re negotiating all the time. When you ask your boss for more resources, agree with a vendor on a price, deliver a performance evaluation, convince a business partner to join forces with your company, or even decide with your spouse where to go on your next vacation, you’re taking a potentially conflict-filled conversation and working toward a joint solution. That’s what a negotiation is—a situation in which two parties with potentially competing incentives and goals come together to create a solution that satisfies everyone.

It’s not just high-stakes, months-long discussions that warrant a thoughtful approach. Improving your ability to handle ...