Skip to Main Content
HBR's 10 Must Reads 2017
book

HBR's 10 Must Reads 2017

by Harvard Business Review, Clayton M. Christensen, Adam Grant, Vijay Govindarajan, Thomas H. Davenport
October 2016
Intermediate to advanced content levelIntermediate to advanced
192 pages
4h 7m
English
Harvard Business Review Press
Content preview from HBR's 10 Must Reads 2017

Getting to , Ja, Oui, Hai, and Da

by Erin Meyer

TIM CARR, AN AMERICAN working for a defense company based in the midwestern United States, was about to enter a sensitive bargaining session with a high-level Saudi Arabian customer, but he wasn’t particularly concerned. Carr was an experienced negotiator and was well-trained in basic principles: Separate the people from the problem. Define your BATNA (best alternative to a negotiated agreement) up front. Focus on interests, not positions. He’d been there, read that, and done the training.

The lengthy phone call to Saudi Arabia proceeded according to plan. Carr carefully steered the would-be customer to accept the deal, and it seemed he had reached his goal. “So let me just review,” he said. “You’ve ...

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,
and much more.
Start your free trial

You might also like

HBR's 10 Must Reads 2016

HBR's 10 Must Reads 2016

Harvard Business Review, Herminia Ibarra, Marcus Buckingham, Donald N. Sull, Richard D'Aveni
HBR's 10 Must Reads 2015

HBR's 10 Must Reads 2015

Harvard Business Review, Daniel Goleman, W. Chan Kim, Renée A. Mauborgne, Clayton M. Christensen
HBR's 10 Must Reads 2021

HBR's 10 Must Reads 2021

Harvard Business Review, Marcus Buckingham, Amy C. Edmondson, Peter Cappelli, Laura Morgan Roberts
HBR's 10 Must Reads 2020

HBR's 10 Must Reads 2020

Harvard Business Review, Michael E. Porter, Nitin Nohria, Katrina Lake, Paul R. Daugherty

Publisher Resources

ISBN: 9781633692107