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Harvard Business Essentials Guide to Negotiation | 
 enlarge | Publisher: Harvard Business School Press
Category: Book
List Price: $19.95
Buy New: $12.01
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Rating:  9 reviews
Sales Rank: 12154
Media: Paperback
Pages: 170
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 9.1 x 6.1 x 0.6
ISBN: 1591391113
Dewey Decimal Number: 658
EAN: 9781591391111
ASIN: 1591391113
Publication Date: July 2003
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Product Description
Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:
Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins
Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials
The Reliable Source for Busy Managers
The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.
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| Customer Reviews: Read 4 more reviews...
 good not great May 9, 2007
KH in San Diego (San Diego)
2 out of 2 found this review helpful
fairly decent ideas on negotiation, nothing new here, but would be helpful for people new to negotiation.
Solid coverage of the basics of negotiation January 18, 2007
Rolf Dobelli (Luzern Switzerland)
3 out of 4 found this review helpful
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. We recommend 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.
 Negotiating Fundamentals December 21, 2006
Elijah Chingosho (Nairobi, Kenya)
13 out of 15 found this review helpful
The "Harvard Business Essentials Guide to Negotiation" is an excellent introductory book for laying out the essential basic elements of successful negotiations. Step-by-step, the book explains the necessary skills that one requires to carry out effective negotiations.
The book explains the distinction between distributive and integrative negotiation. Distributive bargaining seeks to divide up a fixed amount of resources resulting in a win-lose situation whereas integrative bargaining seeks one or more settlements that can result in win-win outcomes. Integrative bargaining is preferable to distributive bargaining because integrative process builds long-term relationships and facilitates being future partners. It bonds negotiators and enables them to leave the negotiating process feeling that they have all won. The reason why distributive bargaining is prevalent in organizations is that parties are often not open with information and neither are they candid about their concerns. There is often lack of trust and empathy.
The book also describes the concept of BATNA, that is, the best alternative to a negotiated agreement or the lowest acceptable value to an individual for a negotiated agreement. Any offer that you receive that is higher than your BATNA is good and by the same token, you cannot expect the other party to accept an offer that is lower than their BATNA.
The book also highlights other essential elements to a successful negotiation including the need to prepare and plan, being clear about the ground rules, justifying issues on the negotiating table, bargaining and resolving conflicts as well as closure and implementation
The book is well written and is easy to understand and follow. Recommended reading for beginners to negotiation.
Negotiation November 9, 2006
Anthony Brown (Seattle, WA.)
5 out of 8 found this review helpful
I think these types of books work better when they diagram and use modeling as a method to teach. Like many books I read, there was a sense of repetitiveness. I think overall it is a good introductory book for negotiation skills, but not what I was looking for.
Alternatives drive Fairness November 5, 2006
David P. Gillen (Thunder Bay, ON CAN)
2 out of 2 found this review helpful
An excellent primer on negotiation. This text defines negotiation and then becomes an 'essential' 'how to' text with a wealth of information. From preparation to 'table tactics' through 'tips and traps', this book helps unfold the fundamental truth of negotiation - alternatives drive fairness.
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