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Hbr's 10 Must Reads on Negotiation (with Bonus Article 15 Rules for Negotiating a Job Offer by Deepa

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, and Max H Bazerman

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.

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Book Information

Publisher: Harvard Business Review Press
Publish Date: 05/21/2019
Pages: 208
ISBN-13: 9781633697751
ISBN-10: 1633697754
Language: English

Full Description

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.

About the Authors

Harvard Business Review is the leading destination for smart management thinking. Through its flagship magazine, 12 international licensed editions, books from Harvard Business Review Press, and digital content and tools published on HBR.

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Daniel Kahneman is the Eugene Higgins Professor of Psychology, Princeton University, Professor of Public Affairs, Woodrow Wilson School of Public and International Affairs, and the winner of the 2002 Nobel Prize in Economic Sciences.

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Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive education programs.

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Erin Meyer is a professor at INSEAD, one of the world's leading international business schools. Her work focuses on how the world's most successful global leaders navigate the complexities of cultural differences in a multicultural environment.

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Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School, where his research focuses on negotiation, behavioral economics, and ethics. The author of over 200 research articles and chapters, his previous books include The Power of Noticing, The Power of Noticing, Blind Spots, Negotiation Genius, and a bestselling textbook, Judgment in Managerial Decision Making.

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