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

To become a better negotiator and achieve desired outcomes, read these 10 Harvard Business Review articles. They cover controlling the negotiation, persuading others, managing emotions, understanding cultural rules, setting the stage for a healthy relationship, identifying what you can live with, and when to walk away.

\n Format: Paperback / softback
\n Length: 208 pages
\n Publication date: 21 May 2019
\n Publisher: Harvard Business Review Press
\n

If you're looking to up your negotiation game and achieve the outcomes you desire, then you've come to the right place. In this comprehensive guide, we've compiled a list of 10 essential articles from the Harvard Business Review that will help you navigate the complexities of negotiations with confidence and success.

First and foremost, it's important to understand that negotiation is not just about getting the best deal possible, but also about building strong relationships and achieving mutual benefit. By controlling the negotiation before you even enter the room, you can set the stage for a successful outcome.

One of the key strategies for effective negotiation is persuasion. By understanding the motivations and desires of the other party, you can craft persuasive arguments that will convince them to do what you want, even if it's not in their best interest. This requires a deep understanding of human behavior and the ability to communicate effectively.

Another important aspect of negotiation is managing emotions. Emotions can cloud judgment and lead to poor decision-making, so it's essential to keep your emotions in check and maintain a calm and composed demeanor. This can be particularly challenging in high-stakes negotiations, but by practicing mindfulness and self-control, you can stay focused and effective.

Negotiation also takes place in a variety of cultural contexts, and it's important to understand the customs and norms of the other party. By adapting your approach and communicating in a way that is respectful and understanding, you can build trust and strengthen your relationships.

In addition to these general strategies, there are specific techniques and tactics that can help you negotiate more effectively. For example, breakthrough bargaining involves creating a sense of urgency and offering a compelling alternative to the other party's proposal. This can be particularly effective in situations where there is a significant gap between the parties' positions.

Getting to "yes" is another important goal in negotiation, but it's important to recognize that there may be other options beyond just accepting the other party's proposal. By exploring alternative solutions and finding creative ways to meet both parties' needs, you can achieve a win-win outcome.

Finally, it's important to know when to walk away from a deal. Sometimes, the best decision is to walk away rather than risk compromising your values or interests. By identifying your bottom line and setting clear boundaries, you can protect yourself from being taken advantage of.

In conclusion, negotiation is a skill that can be learned and honed with practice and dedication. By following these 10 articles and applying the strategies and techniques outlined herein, you can become a more effective negotiator and achieve the outcomes you desire. Remember that negotiation is not just about getting the best deal possible, but also about building strong relationships and achieving mutual benefit. So, approach each negotiation with confidence, empathy, and a willingness to find creative solutions.

\n Weight: 216g\n
Dimension: 142 x 210 x 14 (mm)\n
ISBN-13: 9781633697751\n \n