Harvard Business Review on Winning Negotiations

by Harvard Business Review

Overview

Persuade others to do what you want—for their own reasons.

If you need the best practices and ideas for making deals that

work—but don't have time to find them—this book is for you.

Here are 10 inspiring and useful perspectives, all in one place.

This collection of HBR articles will help you:

- Seal or sweeten a bargain by uncovering the other side's motives

- Conquer faulty assumptions to make the right deals

- Forge deals only when they support your strategy

- Set the stage for a healthy relationship long after the ink has dried

- Make promises you can keep

- Gain your adversaries' trust in high-stakes talks

- Know when to walk away

Product Details

ISBN-13:	9781422162576
Publisher:	Harvard Business Review Press
Publication date:	05/10/2011
Series:	Harvard Business Review Paperback Series
Pages:	272
Product dimensions:	5.40(w) x 8.20(h) x 0.70(d)

Table of Contents

Investigative Negotiation Deepak Malhotra Max H. Bazerman 1

Deals Without Delusions Dan Lovallo Patrick Viguerie Robert Uhlaner John Horn 19

Breakthrough Bargaining Deborah M. Kolb Judith Williams 39

Building Deals on Bedrock David Harding Sam Rovit 63

Getting Past Yes: Negotiating as if Implementation Mattered Danny Ertel 85

Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino Diane L. Coutu 111

Six Habits of Merely Effective Negotiators James K. Sebenius 127

The Fine Art of Friendly Acquisition Robert J. Aiello Michael D. Watkins 155

Negotiating the Spirit of the Deal Ron S. Fortgang David A. Lax James K. Sebenius 177

When to Walk Away from a Deal Geoffrey Cullinan Jean-Marc Le Roux Rolf-Magnus Weddigen 205

Index 231