Negotiations are a critical part of our professional and personal lives. Whether you are working on a team project, pitching a new product, trying to get a raise, or even just planning a family event, you want to get to yes” quickly, without stress or confrontation.
The HBR Guide to Negotiating gives you the skills and confidence you need to negotiate well and achieve better outcomes. Negotiation expert Jeff Weiss provides a framework, advice, and tools to help you move from confrontation and compromise to collaboration and creativity, leading to better working relationships as well as professionaland personal success.
This indispensable book delivers everything you need to build your negotiating skills. You’ll learn how to:
Take a creative, collaborative approach to negotiating
Prepare for your conversation before you enter the room
Keep negotiations from becoming confrontations
Avoid being a bullyor a victim
Disarm aggressive negotiators and hard bargainers
| Introduction |
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xi | |
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Negotiation is about creativity, not compromise |
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1 The Seven Elements Tool |
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1 | (14) |
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Carefully define your measure of success |
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Section 1 BEFORE YOU GET IN THE ROOM |
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The best negotiator is the most prepared one |
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2 Question Your Assumptions About the Negotiation |
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15 | (8) |
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Develop new, more empowering expectations |
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23 | (20) |
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Understand interests, brainstorm options, research standards, and consider alternatives |
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43 | (14) |
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Plan how you will work and communicate with the other party |
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57 | (14) |
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Agree on the process and who's involved |
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Power comes from negotiating with discipline |
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71 | (10) |
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Establish how you'll work together |
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7 Create and Refine Your Options |
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81 | (14) |
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Make the most of your time together |
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8 Select the Right Outcome |
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95 | (8) |
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Narrow in on a workable solution and commit with care |
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9 Continuously Adapt Your Approach |
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103 | (8) |
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Be prepared to change course |
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Section 3 THE COMMON CHALLENGES Tools and techniques you can use in specific situations |
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10 Align Multiple Parties |
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111 | (12) |
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Avoid inefficiency and chaos |
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11 Tame the Hard Bargainer |
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123 | (12) |
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12 When Communication Breaks Down |
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135 | (12) |
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13 When Emotions Get in the Way |
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147 | (12) |
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Careful review drives learning and improvement |
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14 Wrap Up the Negotiation |
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159 | (8) |
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Know when you're done, and communicate the final decisions |
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167 | (4) |
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Use "lessons learned" today for improvement tomorrow |
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| Learn More |
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171 | (2) |
| Index |
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173 | (6) |
| About the Author |
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179 | |
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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