Summary

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

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your Library section along with the audio.
©2016 Harvard Business School Publishing Corporation (P)2016 Audible, Inc.
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