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HBR guide to negotiating / Jeff Weiss.

By: Material type: TextTextSeries: Harvard Business Review guidesPublisher: Boston, Massachusetts : Harvard Business Review Press, [2016]Description: xvii, 170 pages ; 23 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781633690769 (hardcover : alk. paper)
Other title:
  • Harvard Business Review guide to negotiating
  • Negotiating
Uniform titles:
  • Harvard business review.
Subject(s): Additional physical formats: Online version:: HBR guide to negotiatingDDC classification:
  • 658.4/052 23
LOC classification:
  • HD 58.6  W431h 2016
Contents:
Introduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- Section 1. 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 -- Section 2. 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 -- Section 3. 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 -- Section 4 Postgame: careful review drives learning and improvement -- Wrap up the negotiation -- Review what happened.
Summary: "Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, 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 there's a better way. 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." -- Back cover
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Holdings
Item type Current library Home library Collection Shelving location Call number Copy number Status Barcode
Libro Libro Biblioteca Juan Bosch Biblioteca Juan Bosch Ciencias Sociales Ciencias Sociales (3er. Piso) HD 58.6 W431h 2016 (Browse shelf(Opens below)) 1 Available 00000132627

Includes bibliographical references and index.

Introduction: negotiation is about creativity, not compromise --
The Seven Elements Tool --
Section 1. 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 --
Section 2. 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 --
Section 3. 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 --
Section 4 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 or asking for a raise, 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 there's a better way. 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." -- Back cover

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