HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra)

by Harvard Business Review, Daniel Kahneman, Deepak Malhotra, Erin Meyer, Max H. Bazerman

Overview

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.

Product Details

ISBN-13:	9781633697775
Publisher:	Harvard Business Review Press
Publication date:	05/21/2019
Series:	HBR's 10 Must Reads Series
Pages:	208
Sales rank:	947,071
Product dimensions:	5.50(w) x 8.50(h) x 0.56(d)

About the Author

Harvard Business Review is the leading destination for smart management thinking. Through its flagship magazine, 13 international licensed editions, books from Harvard Business Review Press, and digital content and tools published on HBR.org, Harvard Business Review provides professionals around the world with rigorous insights and best practices to lead themselves and their organizations more effectively and to make a positive impact.

Author social media/website info: hbr.org

Table of Contents

Six Habits of Merely Effective Negotiators James K. Sebenius 1

Control the Negotiation Before It Begins Deepak Malhotra 23

Emotion and the Art of Negotiation Alison Wood Brooks 33

Breakthrough Bargaining Deborah M. Kolb Judith Williams 47

15 Rules for Negotiating a Job Offer Deepak Malhotra 63

Getting to Sí Ja, Qui, Hai, and Da Erin Meyer 75

Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino Diane L. Coutu 87

Deal Making 2.0: A Guide to Complex Negotiations David A. Lax James K. Sebenius 99

How to Make the Other Side Play Fair Max H. Bazerman Daniel Kahneman 115

Getting Past Yes: Negotiating as If Implementation Mattered Danny Ertel 125

When to Walk Away from a Deal Geoffrey Cullinan Jean-Marc Le Roux Rolf-Magnus Weddigen 145

About the Contributors 165

Index 167