HBR Women at Work Boxed Set (6 Books)

2

Understanding the Negotiation Process

A conversation with Marisa Mauro and Ashleigh Shelby Rosette

Whether we’re negotiating a salary, a deal with a supplier, or flexible work arrangements, we need to go in prepared. Otherwise we risk not getting the things we want and need. But what are the most important factors to consider ahead of time? When, if ever, should we reveal to the other party our priorities—and terms we absolutely can’t agree to? And because advocating and bargaining for ourselves, our employees, and our businesses can feel so personal, how do we manage the emotions that come up?

Like many of us, Marisa Mauro built her career by negotiating. She started a one-woman business, Ploughgate Creamery, after mastering the craft of ...