HBR Guide to NegotiatingMP3 CD, 11 October 2016

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