TY  - GEN
AU  - Weiss,Jeff A.
TI  - HBR guide to negotiating /​ 
T2  - Harvard business review guides
SN  - 9781633690769
U1  - 658.4052	 23
PY  - 2016///
CY  - Boston : 
PB  - Harvard Business Review Press, 
KW  - SLSH
KW  - Negotiation in business.
KW  - Business and Management
N1  - Introduction: negotiation is about creativity, not compromise --
The Seven Elements Tool --
Section 1. Before you get in the room: the best negotiator is the most prepared one --
Question you assumptions about the negotiation --
Prepare the substance --
Prepare the process --
Connect in advance --
Section 2. In the room: power comes from negotiating with discipline --
Begin the negotiation --
Create and refine your options --
Select the right outcome --
Continuously adapt your approach --
Section 3. The common challenges: tools and techniques you can use in specific situations --
Align multiple parties --
Tame the hard bargainer --
When communication breaks down --
When emotions get in the way --
Section 4 Postgame: careful review drives learning and improvement --
Wrap up the negotiation --
Review what happened
N2  - Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, 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 there's a better way. 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
ER  -