HBR Guide to Negotiating (HBR Guide Series)

HBR Guide to Negotiating (HBR Guide Series)

by Jeff Weiss

Paperback

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Overview

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

Product Details

ISBN-13: 9781633690769
Publisher: Harvard Business Review Press
Publication date: 02/16/2016
Series: HBR Guide Series
Pages: 208
Sales rank: 595,444
Product dimensions: 5.00(w) x 8.90(h) x 0.60(d)

About the Author

Jeff Weiss is a partner at Vantage Partners, a global consultancy specializing in corporate negotiations, relationship management, partnering, and complex change management. He also serves on the faculties of the Tuck School of Business and the United States Military Academy at West Point.

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