Learn to be a better negotiator--and achieve the outcomes you want.
If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible.
This book will inspire you to:
- Control the negotiation before you enter the room
- Persuade others to do what you want--for their own reasons
- Manage emotions on both sides of the table
- Understand the rules of negotiating across cultures
- Set the stage for a healthy relationship long after the ink has dried
- Identify what you can live with and when to walk away
This collection of articles includes: Six Habits of Merely Effective Negotiators by James K. Sebenius; Control the Negotiation Before It Begins by Deepak Malhotra; Emotion and the Art of Negotiation by Alison Wood Brooks; Breakthrough Bargaining by Deborah M. Kolb and Judith Williams; 15 Rules for Negotiating a Job Offer by Deepak Malhotra; Getting to Si, Ja, Oui, Hai, and Da by Erin Meyer; Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino by Diane L. Coutu; Deal Making 2.0: A Guide to Complex Negotiations by David A. Lax and James K. Sebenius; How to Make the Other Side Play Fair by Max H. Bazerman and Daniel Kahneman; Getting Past Yes: Negotiating as if Implementation Mattered by Danny Ertel; When to Walk Away from a Deal by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
About the Author
Harvard Business Review is the leading destination for smart management thinking. Through its flagship magazine, 13 international licensed editions, books from Harvard Business Review Press, and digital content and tools published on HBR.org, Harvard Business Review provides professionals around the world with rigorous insights and best practices to lead themselves and their organizations more effectively and to make a positive impact.Author social media/website info: hbr.org