January 2016
Beginner to intermediate
208 pages
3h 2m
English
Content preview from HBR Guide to Negotiating (HBR Guide Series)Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 3
Prepare the Substance
Understand interests, brainstorm options, research standards, and consider alternatives.
To be agile and creative in a negotiation, you need to prepare for both the substance and the process—what you will say and do and also how you say and do it. You’ve been introduced to the seven elements and used them to define what success looks like. Now you’ll use the same elements to prepare. In this chapter, we’ll focus on the first four—interests, options, standards, and alternatives—which outline the content of your conversation. The other three—commitments, communication, and relationships—are more about process, and we’ll cover those in the next chapter.
One note: While I lay out the elements here in a logical order, ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.