Negotiating Outcomes: Expert Solutions to Everyday Challenges

Harvard Business School Press , Anonymous

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Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully

What will you learn from this book

  1. Preparation is Key: Effective negotiation begins with thorough preparation, including understanding your goals, knowing the other party's interests, and researching potential solutions.

  2. Focus on Interests, not Positions: Successful negotiators concentrate on identifying and addressing underlying interests rather than stubbornly sticking to specific positions. This approach often leads to more creative and mutually beneficial solutions.

  3. Effective Communication: Clear and respectful communication is crucial during negotiations. Active listening and articulate expression of your interests help build rapport and understanding between parties.

  4. Negotiation Styles: Understanding different negotiation styles, such as collaborative, competitive, accommodating, or compromising, allows negotiators to adapt their approach to better fit the situation and achieve desired outcomes.

  5. BATNA (Best Alternative to a Negotiated Agreement): Knowing your BATNA, or alternative course of action if negotiations fail, provides leverage and helps in assessing the value of potential agreements.

  6. Creating Value: Successful negotiations often involve seeking opportunities to expand the pie and create value for both parties rather than just claiming a share of existing resources.

  7. Managing Emotions: Emotions can impact negotiation outcomes. Effective negotiators manage their emotions and recognize and address emotional dynamics that may influence the negotiation process.

  8. Negotiation Tactics: Familiarity with negotiation tactics, such as anchoring, framing, or concession-making, helps negotiators navigate discussions more strategically.

  9. Building Relationships: Building trust and rapport during negotiations can lead to more favorable outcomes and potentially pave the way for future collaborations.

  10. Closing and Follow-Up: Closing the negotiation with a clear agreement and ensuring follow-up on commitments made helps in solidifying the negotiated outcome and maintaining positive relationships.

Language English
ISBN-10 1422114767
ISBN-13 9781422114766
No of pages 128
Font Size Medium
Book Publisher Harvard Business Review Press
Published Date 16 May 2007

About Author

Author : Anonymous

6507 Books

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