Ebook: HBR Guide to Negotiating

Print Length: 210 pages
Publisher: Harvard Business Review Press (January 26, 2016)
Publication Date: January 26, 2016
ISBN: 9781633690769
eISBN: 9781633690776

Request #1567270090.59487

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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