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Next-Level Negotiating (HBR Women at Work Series)
book

Next-Level Negotiating (HBR Women at Work Series)

by Harvard Business Review, Amy Gallo, Deborah M. Kolb, Suzanne de Janasz, Deepa Purushothaman
December 2022
Beginner content levelBeginner
224 pages
3h 16m
English
Harvard Business Review Press
Audiobook available
Content preview from Next-Level Negotiating (HBR Women at Work Series)

9

Emotion and the Art of Negotiation

by Alison Wood Brooks

It is, without question, my favorite day of the semester—the day when I teach my MBA students a negotiation exercise called “Honoring the Contract.”

I assign students to partners, and each reads a different account of a (fictitious) troubled relationship between a supplier (a manufacturer of computer components) and a client (a search engine startup). They learn that the two parties signed a detailed contract eight months earlier, but now they’re at odds over several of the terms (sales volume, pricing, product reliability, and energy efficiency specs). Each student assumes the role of either client or supplier and receives confidential information about company finances and politics. ...

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Publisher Resources

ISBN: 9781647824341