HBR Guide to Negotiating (HBR Guide Series)

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 neg