HBR Guide to Negotiating

Weiss, Jeff

ISBN 10: 1633690768 / ISBN 13: 9781633690769

Editore: Harvard Business Review Press, 2016

May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Codice articolo G1633690768I4N00

Riassunto:

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

Informazioni sull'autore:

Jeff Weiss is a partner at Vantage Partners, a global consultancy specializing in corporate negotiations, relationship management, partnering, and complex change management. He also serves on the faculties of the Tuck School of Business and the United States Military Academy at West Point.

Dati bibliografici

Titolo: HBR Guide to Negotiating
Casa editrice: Harvard Business Review Press
Data di pubblicazione: 2016
Legatura: Paperback
Condizione: Very Good
Condizione sovraccoperta: No Jacket