HBR Guide to Negotiating (HBR Guide Series)

by Jeff Weiss (Author)
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Forget about the hard bargain.

Whether you?re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle?if you come to any agreement at all.

But these discussions don?t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You?ll learn how to:

  • Prepare for your conversation
  • Understand everyone?s interests
  • Craft the right message
  • Work with multiple parties
  • Disarm aggressive negotiators
  • Choose the best solution

Forget about the hard bargain.

Whether you?re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle?if you come to any agreement at all.

But these discussions don?t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You?ll learn how to:

  • Prepare for your conversation
  • Understand everyone?s interests
  • Craft the right message
  • Work with multiple parties
  • Disarm aggressive negotiators
  • Choose the best solution

Book details

Publication date
January 26, 2016
Publisher
Collection
ISBN
9781633690776
Paper ISBN
9781633690769
File size
1 MB