For Further Reading
Notes and Articles
Conger, Jay. “The Necessary Art of Persuasion.” Harvard Business Review OnPoint Enhanced Edition. Boston: Harvard Business School Publishing, 2000. Persuasion is a major part of any negotiation. This article explains the four essential elements of persuasion: (1) establishing credibility, (2) finding common ground, (3) providing vivid evidence for your position, and (4) connecting emotionally with your audience.
Ertel, Danny. “Turning Negotiation into a Corporate Capability.” Harvard Business Review OnPoint Enhanced Edition. Boston: Harvard Business School Publishing, 2000. Every company today exists in a complex web of relationships formed, one at a time, through negotiation. Purchasing and outsourcing ...