HBR Guide to Negotiating

  • 4h 13m 24s
  • Jeff Weiss
  • Gildan Media
  • 2023

Forget about the hard bargain.

Whether you're discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end you settle on a subpar solution in the middle - if you come to any agreement at all. But these discussions don't need to be win-or-lose situations.

Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships.

You'll learn how to:

  • Prepare for your conversation
  • Understand everyone's interests
  • Craft the right message
  • Work with multiple parties
  • Disarm aggressive negotiators
  • Choose the best solution

About the Author

Jeff Weiss is a partner at Vantage Partners, a global consultancy specializing in corporate negotiations, relationship management, partnering, and complex change management. He also serves on the faculties of the Tuck School of Business and the United States Military Academy at West Point.

In this Audiobook

  • Introduction Negotiation is about creativity, not compromise.
  • Chapter 1 - The Seven Elements Tool Carefully define your measure of success.
  • Chapter 2 - Question Your Assumptions About the Negotiation Develop new, more empowering expectations.
  • Chapter 3 - Prepare the Substance Understand interests, brainstorm options, research standards, and consider alternatives.
  • Chapter 4 - Prepare the Process Plan how you will work and communicate with the other party.
  • Chapter 5 - Connect in Advance Agree on the process and who’s involved.
  • Chapter 6 - Begin the Negotiation Establish how you’ll work together.
  • Chapter 7 - Create and Refine Your Options Make the most of your time together.
  • Chapter 8 - Select the Right Outcome Narrow in on a workable solution and commit with care.
  • Chapter 9 - Continuously Adapt Your Approach Be prepared to change course.
  • Chapter 10 - Align Multiple Parties Avoid inefficiency and chaos.
  • Chapter 11 - Tame the Hard Bargainer Shift the conversation.
  • Chapter 12 - When Communication Breaks Down Build understanding.
  • Chapter 13 - When Emotions Get in the Way Go from boiling to cool.
  • Chapter 14 - Wrap Up the Negotiation Know when you’re done, and communicate the final decisions.
  • Chapter 15 - Review What Happened Use “lessons learned” today for improvement tomorrow.
  • Learn More


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