Negotiation

In this summary you will learn

• What negotiating is and why you must learn to do it
• What nine steps you should take to prepare for a negotiation
• How to negotiate successfully
• Why negotiations sometimes go wrong

getAbstract rating

Why you should read Negotiation

As part of the 17-title Harvard Business Essentials series, launched in 2002, this book solidly covers the basics of negotiation. The clarity of the explanations, range of examples and methodical exposition make it a very useful reference for the beginner or mid-level negotiator. Don’t let the very rationality of the book’s approach make you think that negotiation is easy. It’s just that these instructions make it understandable and accessible. Harvard’s expert doesn’t dwell on the pressures negotiators face and the resultant anxieties, or give a lot of space to the emotional complexity of dealing with money issues with family or friends. Instead, this is a solid, no-detours, nuts-and-bolts manual. getAbstract recommends this book as a primer for up-and-coming or partially experienced negotiators. Start here; when you master this solid base, you can polish your skills with something more advanced.

About the Author

The Harvard Business Essentials series, which began in 2002, provides advice, coaching, information and guidance on business topics. Drawing on content from Harvard Business School Publishing and other sources, these guides provide a practical resource for readers in a variety of fields. To assure quality, a specialized content adviser closely reviews each volume.