HBR guide to negotiating / Jeff Weiss.

Format:

Book

Author/Creator:

Weiss, Jeff A., author.

Series:

Harvard business review guides.

Harvard Business Review Guides

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (190 pages).

Place of Publication:

Boston, Massachusetts : Harvard Business Review Press, 2016.

System Details:

Mode of access: World Wide Web.

Summary:

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

Contents:

HBR guide to negotiating

What You’ll Learn

Contents

Introduction: Negotiation is about creativity, not compromise.

Chapter 1: The Seven Elements Tool: Carefully defi ne your measure of success

Section 1: Before You Get in the Room: The best negotiator is the most prepared one

Chapter 2: Question Your Assumptions About the Negotiation: Develop new, more

Chapter 3: Prepare the Substance: Understand interests, brainstorm options, research standards, and consider alternatives

Chapter 4: Prepare the Process: Plan how you will work and communicate with the other party

Chapter 5: Connect in Advance: Agree on the process and who’s involved

Section 2: In the Room: Power comes from negotiating with discipline.

Chapter 6: Begin the Negotiation: Establish how you’ll work together

Chapter 7: Create and Refine Your Options: Make the most of your time together

Chapter 8: Select the Right Outcome: Narrow in on a workable solution and commit with care

Chapter 9: Continuously Adapt Your Approach: Be prepared to change course

Section 3: The Common Challenges: Tools and techniques you can use in specifi c situations

Chapter 10: Align Multiple Parties: Avoid ineffi ciency and chaos

Chapter 11: Tame the Hard Bargainer: Shift the conversation

Chapter 12: When Communication Breaks Down: Build understanding

Chapter 13: When Emotions Get in the Way: Go from boiling to cool

Section 4: Postgame: Careful review drives learning and improvement

Chapter 14: Wrap Up the Negotiation: Know when you’re done, and communicate the fi nal decisions

Chapter 15: Review What Happened: Use “lessons learned” today for improvement tomorrow

Learn More

Index

About the Author.

Notes:

Includes index.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781633690776

1633690776

9781633690769

1633690768