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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 subpar 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. You’ll learn how to:
• Prepare for your conversation
• Understand everyone’s interests
• Craft the right message
• Work with multiple parties
• Disarm aggressive negotiators
• Choose the best solution
- Sales Rank: #36054 in Books
- Published on: 2016-02-16
- Original language: English
- Number of items: 1
- Dimensions: 8.90" h x .60" w x 5.00" l, .40 pounds
- Binding: Paperback
- 208 pages
About the Author
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.
Most helpful customer reviews
1 of 2 people found the following review helpful.
Amazing book
By Adam Unruh
This is one of the best books I have ever read and it had made such a positive influence on my life. If you think about it, everything we do in life is a negotation. This might sound extreme but this book I would mention in the same breath as the Bible. I have so far bought 3 copies for friends.
0 of 0 people found the following review helpful.
Five Stars
By Stephen F.
Great book like all of the series.
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