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

This book provides the essential ideas on how to be strategic and successful in all stages of negotiation, from preparation, reading the room, keeping heads cool, reaching a deal, and ensuring it is executed. Leading experts on negotiation such as Deepak Malhotra, Jeff Weiss, Alison Woods Brooks, and David A.

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Book Information

Publisher: Harvard Business Review Press
Publish Date: 05/21/2019
Pages: 208
ISBN-13: 9781633697775
ISBN-10: 1633697770
Language: English

Full Description

This book provides the essential ideas on how to be strategic and successful in all stages of negotiation, from preparation, reading the room, keeping heads cool, reaching a deal, and ensuring it is executed.

Leading experts on negotiation such as Deepak Malhotra, Jeff Weiss, Alison Woods Brooks, and David A. Lax provide the insights and advice you need to:

  • Control the negotiation before you enter the room.
  • Understand your counterpart's position and gain their trust.
  • Keep negotiations from becoming confrontations.
  • Understand the rules of negotiating across cultures.
  • Find ways to expand the pie for all involved.
  • Set the stage for a healthy relationship after the ink has dried.
  • Know when to walk away from a deal.
  • Make promises you can keep.
  • Explore outcomes beyond "winning," "losing," and "compromise."
  • Bridge psychological distance with your counterpart.
  • Manage your emotions during negotiation.

    • 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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