HBR guide to negotiating / Jeff Weiss.

By:

Weiss, Jeff A

Language: English Series: Harvard business review guidesPublication details: Harvard Business Review Press, Boston : 2016.Description: xvii, 177 p. ; 23 cmISBN:

9781633690769

Subject(s):

DDC classification:

23 658.4052 WEI

Contents:

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.

Summary: 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.

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Holdings
Item type	Current library	Home library	Call number	Status	Date due	Barcode
AIT-BE Special Collections	Acharya Institute of Technology	Acharya Institute of Technology		Available		31255

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.

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.

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HBR guide to negotiating /​ Jeff Weiss.

HBR guide to negotiating / Jeff Weiss.