Includes glossary Includes index

Introduction: negotiation is about creativity, not compromise -- The Seven Elements Tool -- Before you get in the room: the best negotiator is the most prepared one -- Question you assumptions about the negotiation -- Prepare the substance -- Prepare the process -- Connect in advance -- In the room: power comes from negotiating with discipline -- Begin the negotiation -- Create and refine your options -- Select the right outcome -- Continuously adapt your approach -- The common challenges: tools and techniques you can use in specific situations -- Align multiple parties -- Tame the hard bargainer -- When communication breaks down -- When emotions get in the way -- Postgame: careful review drives learning and improvement -- Wrap up the negotiation -- Review what happened.

"Forget about the hard bargain. Whether you're discussing the terms of a high-stakes deal or asking for a raise, 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 there's a better way. 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"