Friday, January 16, 2015

HBR Guide to Negotiating

HBR Guide to Negotiating - Harvard Business Review:

"zero-sum approach isn't the only way to negotiate...
learn a collaborative and creative approach that results in better outcomes and stronger relationships. It works in any situation in which you and a counterpart need to come to terms despite competing interests-from formal multimillion-dollar sales agreements to informal conversations with colleagues about how you will tackle a quick project...

(1) Identifying the real issues at stake,
(2) Preparing materials in advance,
(3) Setting the right tone as you begin the conversation,
(4) Handling emotions in the negotiating room,
(5) Taming a hard bargainer,
(6) Knowing when to walk away,
(7) Managing multiple-party negotiations, and
(8) Reality-proofing your agreement."

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