Harvard Business Review on Winning Negotiations (Harvard Business Review

by Harvard Business Publishing

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

- 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

Genres: Business, Management, Nonfiction, Professional Development

250 pages, Paperback

First published April 5, 2011

About the author

Harvard Business Publishing (HBP) is a publisher founded in 1994 as a not-for-profit, independent corporation and an affiliate of Harvard Business School (distinct from Harvard University Press), with a focus on improving business management practices. The company offers articles, books, case studies, simulations, videos, learning programs, and digital tools to organizations and subscribers.
HBP consists of three market units: Education, Corporate Learning, and Harvard Business Review Group. Their offering consists of print and digital media (Harvard Business Review, Harvard Business Review Press books, Harvard Business School cases), events, digital learning (Harvard ManageMentor, HMM Spark), blended learning, and campus experiences.

Reviews

[Shahrukh · Rating 4 out of 5]

The book touches upon the main ideas (or major aspects) of a negotiation excercise. Every chapter can be (and I think there is) converted into an independent book. This is a nice start for people who want to get an overview of how and where negotiation can be used.
The book has some good examples and suggestions, which I thoroughly enjoyed.
The reason I left out one star because I was looking for a more detailed account of this subject but that was my expectations, it should not hold you to read this one.

[Scott · Rating 2 out of 5]

A good primer on dealing with high level negotiations, however mainly focused on M&A tactics.