HBR Guide to Negotiating (HBR Guide Series)

Contents

Introduction

Negotiation is about creativity, not compromise.

1. The Seven Elements Tool

Carefully define your measure of success.

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

6. Begin the Negotiation

Establish how you’ll work together.

7. Create and Refine Your Options ...