Includes bibliographical references and index.

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.

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.

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