HBR guide to negotiating /
Harvard Business Review guide to negotiating Take the lead manage conflict get to yes
Jeff Weiss
- Boston : Harvard Business Review Press, c2016.
- xvii, 177 p. : ill. ; 23 cm.
- Harvard business review guides .
The seven elements tool : carefully define your measure of success -- Question your assumptions about the negotiation : develop new, more empowering expectations -- Prepare the substance : understand interests, brainstorm options, research standards, and consider alternatives -- Prepare the process : plan how you will work and communicate with the other party -- Connect in advance : agree on the process and who's involved -- Begin the negotiation : establish how you'll work together -- Create and refine options : make the most of your time together -- Select the right outcome : narrow in on a workable solution and commit with care -- Continuously adapt your approach : be prepared to change course -- Align multiple parties : avoid inefficiency and chaos -- Tame the hard bargainer : shift the conversation -- When communication breaks down : build understanding -- When emotions get in the way : go from boiling to cool -- Wrap up the negotiation : know when you're done, and communicate the final decisions -- Review what happened : use "lessons learned" today for improvement tomorrow.
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 sub par 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.