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 conversationUnderstand everyone's interestsCraft the right messageWork with multiple partiesDisarm aggressive negotiatorsChoose the best solution