Weiss, Jeff A.,
HBR guide to negotiating / Harvard Business Review guide to negotiating Jeff Weiss. - xvii, 177 pages ; 23 cm. - Harvard Business Review guides . - Harvard business review guides. .
Includes bibliographical references and index.
Introduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- 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 -- 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 -- 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 -- 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, 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 sub par 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.
9781633690769 1633690768
Perseus Distribution Services, 1094 Flex Dr, Jackson, TN, USA, 38301-5070 SAN 631-760X
2015044110
Negotiation in business.
Negotiation in business.
HD58.6 / .W45 2016
658.4/052
HBR guide to negotiating / Harvard Business Review guide to negotiating Jeff Weiss. - xvii, 177 pages ; 23 cm. - Harvard Business Review guides . - Harvard business review guides. .
Includes bibliographical references and index.
Introduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- 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 -- 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 -- 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 -- 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, 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 sub par 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.
9781633690769 1633690768
Perseus Distribution Services, 1094 Flex Dr, Jackson, TN, USA, 38301-5070 SAN 631-760X
2015044110
Negotiation in business.
Negotiation in business.
HD58.6 / .W45 2016
658.4/052