Winning Negotiations

✍ Scribed by Harvard Business Review

• Publisher: Harvard Business Review Press
• Year: 2011
• Tongue: English
• Leaves: 261
• Edition: 1
• Category: Library

✦ Synopsis

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

✦ Table of Contents

Contents
Investigative Negotiation
Deals Without Delusions
Breakthrough Bargaining
Building Deals on Bedrock
Getting Past Yes
Negotiating without a Net
Six Habits of Merely Effective Negotiators
The Fine Art of Friendly Acquisition
Negotiating the Spirit of the Deal
When to Walk Away from a Deal
Index