HBR guide to negotiating / Jeff Weiss.

By:

Weiss, Jeff A, 1964- [author.]

Material type: Text

TextSeries: 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

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings
Item type	Current library	Home library	Collection	Shelving location	Call number	Copy number	Status	Date due	Barcode
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

There are no comments on this title.

to post a comment.