HBR guide to negotiating / Jeff Weiss.
Language: English Series: Harvard business review guidesPublication details: Harvard Business Review Press, Boston : 2016.Description: xvii, 177 p. ; 23 cmISBN:- 9781633690769
- 23 658.4052 WEI
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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