Book description
Forget about the hard bargain.
Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all.
But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to:
- Prepare for your conversation
- Understand everyone’s interests
- Craft the right message
- Work with multiple parties
- Disarm aggressive negotiators
- Choose the best solution
Table of contents
- Cover
- Series Page
- Title Page
- HBR Press Quantity Sales Discounts
- Copyright
- What You’ll Learn
- Contents
- Introduction: Negotiation is about creativity, not compromise.
-
Section 1: Before You Get in the Room: The best negotiator is the most prepared one
- 2. Question Your Assumptions About the Negotiation: Develop new, more empowering expectations.
- 3. Prepare the Substance: Understand interests, brainstorm options, research standards, and consider alternatives.
- 4. Prepare the Process: Plan how you will work and communicate with the other party.
- 5. Connect in Advance: Agree on the process and who’s involved.
- Section 2: In the Room: Power comes from negotiating with discipline
- Section 3: The Common Challenges: Tools and techniques you can use in specific situations
- Section 4: Postgame: Careful review drives learning and improvement
- Learn More
- Index
- About the Author
- Back Cover
Product information
- Title: HBR Guide to Negotiating (HBR Guide Series)
- Author(s):
- Release date: January 2016
- Publisher(s): Harvard Business Review Press
- ISBN: 9781633690776
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