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HBR Guide to Negotiating (HBR Guide Series)

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

  1. Cover
  2. Series Page
  3. Title Page
  4. HBR Press Quantity Sales Discounts
  5. Copyright
  6. What You’ll Learn
  7. Contents
  8. Introduction: Negotiation is about creativity, not compromise.
    1. 1. The Seven Elements Tool: Carefully define your measure of success.
  9. Section 1: Before You Get in the Room: The best negotiator is the most prepared one
    1. 2. Question Your Assumptions About the Negotiation: Develop new, more empowering expectations.
    2. 3. Prepare the Substance: Understand interests, brainstorm options, research standards, and consider alternatives.
    3. 4. Prepare the Process: Plan how you will work and communicate with the other party.
    4. 5. Connect in Advance: Agree on the process and who’s involved.
  10. Section 2: In the Room: Power comes from negotiating with discipline
    1. 6. Begin the Negotiation: Establish how you’ll work together.
    2. 7. Create and Refine Your Options: Make the most of your time together.
    3. 8. Select the Right Outcome: Narrow in on a workable solution and commit with care.
    4. 9. Continuously Adapt Your Approach: Be prepared to change course.
  11. Section 3: The Common Challenges: Tools and techniques you can use in specific situations
    1. 10. Align Multiple Parties: Avoid inefficiency and chaos.
    2. 11. Tame the Hard Bargainer: Shift the conversation.
    3. 12. When Communication Breaks Down: Build understanding.
    4. 13. When Emotions Get in the Way: Go from boiling to cool.
  12. Section 4: Postgame: Careful review drives learning and improvement
    1. 14. Wrap Up the Negotiation: Know when you’re done, and communicate the final decisions.
    2. 15. Review What Happened: Use “lessons learned” today for improvement tomorrow.
  13. Learn More
  14. Index
  15. About the Author
  16. Back Cover