HBR's 10 Must Reads on Negotiation

by Harvard Business Review (Author), Daniel Kahneman (Author), Deepak Malhotra (Author), Erin Meyer (Author), Max H. Bazerman (Author)
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This book provides the essential ideas on how to be strategic and successful in all stages of negotiation, from preparation, reading the room, keeping heads cool, reaching a deal, and ensuring it is executed.

Leading experts on negotiation such as Deepak Malhotra, Jeff Weiss, Alison Woods Brooks, and David A. Lax provide the insights and advice you need to:

  • Control the negotiation before you enter the room.
  • Understand your counterpart's position and gain their trust.
  • Keep negotiations from becoming confrontations.
  • Understand the rules of negotiating across cultures.
  • Find ways to expand the pie for all involved.
  • Set the stage for a healthy relationship after the ink has dried.
  • Know when to walk away from a deal.
  • Make promises you can keep.
  • Explore outcomes beyond "winning," "losing," and "compromise."
  • Bridge psychological distance with your counterpart.
  • Manage your emotions during negotiation.

    Announced first printing: 25,000
    Laydown goal: 2,500

  • Book details

    Publication date
    April 30, 2019
    Publisher
    Collection
    Page count
    208
    ISBN
    9781633697768