Learn to be a better negotiator--and achieve the outcomes you want.
If you read nothing else on how to negotiate successfully, read these 10
articles. We've combed through hundreds of Harvard Business Review
articles and selected the most important ones to help you avoid common
mistakes, find hidden opportunities, and win the best deals possible.
This book will inspire you to:
- Control the negotiation before you enter the room
- Persuade others to do what you want--for their own reasons
- Manage emotions on both sides of the table
- Understand the rules of negotiating across cultures
- Set the stage for a healthy relationship long after the ink has dried
- Identify what you can live with and when to walk away
This collection of articles includes: Six Habits of Merely Effective
Negotiators by James K. Sebenius; Control the Negotiation Before It
Begins by Deepak Malhotra; Emotion and the Art of Negotiation by Alison
Wood Brooks; Breakthrough Bargaining by Deborah M. Kolb and Judith
Williams; 15 Rules for Negotiating a Job Offer by Deepak Malhotra;
Getting to Si, Ja, Oui, Hai, and Da by Erin Meyer; Negotiating Without a
Net: A Conversation with the NYPD's Dominick J. Misino by Diane L.
Coutu; Deal Making 2.0: A Guide to Complex Negotiations by David A. Lax
and James K. Sebenius; How to Make the Other Side Play Fair by Max H.
Bazerman and Daniel Kahneman; Getting Past Yes: Negotiating as if
Implementation Mattered by Danny Ertel; When to Walk Away from a Deal by
Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.
