HBR's 10 Must Reads on Negotiation

by Harvard Business Review, Daniel Kahneman, Deepak Malhotra

Learn to be a better negotiator--and achieve the outcomes you want.

If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible.

This book will inspire you

Control the negotiation before you enter the roomPersuade others to do what you want--for their own reasonsManage emotions on both sides of the tableUnderstand the rules of negotiating across culturesSet the stage for a healthy relationship long after the ink has driedIdentify what you can live with and when to walk away

This collection of articles "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

Genres: Business, Management, Nonfiction, Self Help, Psychology, Audiobook, Communication

160 pages, Kindle Edition

First published April 30, 2019

Reviews

[Imran Ahmed · Rating 4 out of 5]

Excellent introduction to the art of negotiation. The book contains practical tips from several academics in bite sized essays.

A must read for anyone without formal training in negotiating. A timely recap for those who may have such training.

[Darya · Rating 4 out of 5]

#negotiationskills are super important. The book from #HBR Must Read series provides a guide on different #business situations. Here is a brief overview:

1. Six Habits to make negotiations effective: find out what other side's problem is, price is not the focus, drive interests, don't search hard for common ground, BATNA is important, get correct vision.
2. Control negotiation before it begins with realistic expectations.
3. Importance of emotions - controlling them is the key to success.
4. Focus on hidden interactions: power moves, process moves and appreciative moves.
5. 15 Important rules on salary negotiation.
6. Reduce miscommunication and it will help to get to YES.
7. How to get other party to trust you in crisis negotiations? Find common ground!
8. Approaching complex deals negotiations: framework and template.
9. Challenge other side to make a fair offer and user arbitrator.
10. Set a stage for success of the deal past yes by focusing on implementation.
11. When to walk away from the deal and how to recognized false revenue when buying a business?
Appreciations to all the authors!
Fantastic resource from Harvard Business Review that will provide you tips for business negotiations success!
#negotiations #hrbp #business #bookstoread

https://www.linkedin.com/posts/dariya...

[Tara Makhmali · Rating 5 out of 5]

I was already familiar with most of the case studies in this book, but still found it a useful idea-generation tool for negotiating the commercial disputes that I’m working to resolve for our clients.

[Ben · Rating 3 out of 5]

Typical HBR assortment of articles on a given topic - this time Negotiation. Some good articles, some boring ones, some less than good ones, but overall moderately good and interesting. This wasn't quite as interesting as a whole as some of the previous HBR 10 Must Read books I've read, but still some good insights and thoughts behind this assortment. This also seemed more of a slog at times than previous ones and a bit more jargon too which I was surprised by given the topic.

This took me a bit longer to read too than I anticipated. Wanted it done yesterday (Thursday) morning, but I couldn't get into it, and then tried to fast read it later before having to go to the library, but that didn't work, so I ended up finishing it now at 5AM on Friday. So it goes.

[Karol Gaida · Rating 5 out of 5]

This book is a good resource about when and how to negotiate. It will teach you about:
- common mistakes that we bring to the table
- why both sides should agree on how the negotiation process should look like before starting the negotiation itself
- why you should focus on the other side's point of view
- why you should use shadow negotiation
- what are the power moves, process moves, and appreciative moves that you can use at the table
- why it's sometimes better to help the other side save the face
- and most importantly, why you should negotiate with the implementation mindset.

[Rob · Rating 3 out of 5]

Overall a good primer for theoretical approaches to negotiation. I would say that the typical Harvard Business School student is aiming for a career with a large company, and most of these articles are geared towards large mergers between companies, acquisitions, etc.

There are a lot of concepts in the book, too many to summarize here, but overall it was an enlightening read, even if some of the articles didn't apply to my business needs.

[RYAN PHAM · Rating 4 out of 5]

I liked Getting to Sí, Ja, Oui, and Dạ that talks about the cultural differences and the matrix that forms between the level of emotional expressiveness and approach to confrontation. Each culture is different and sometimes you need to take a break from deal making to establish a relationship before negotiating intensively

I liked the NYPD interview with Dominick J. Misino conducted by Diane Coutu, since it provides a captivating look at high stakes hostage and criminal negotiations. It really highlights the power of empathy in those moments and the need of putting ego aside and risking rejection.

It really highlights liked Negotiating as If Implementation Mattered since it talks about our cultural fixation with getting the best deal possible, no matter how lop sided, instead of thinking about needs, wants and desires ơn the other side of the table. If you want to conduct business with a vendor in the future, then they have to make enough money to be in business in the future.

[Joshua Waldron · Rating 5 out of 5]

HBR did not disappoint with yet another collection of great articles. I like these book particularly because they are filled with great ideas, wisdom, and experiences from multiple authors instead of a typical business book that takes one idea and stretches it into a book. Those businesses books are usually 5% useful and 95% repeated points and fluff. HBR books are packed with helpful content. I will read them all!

[Ralph N · Rating 4 out of 5]

It’s a great read if you’re in crunch time for negotiations, because you get a variety of different points of view, so you can pick and choose what you like about each in order to make your own voice in negotiation.

[Peter · Rating 3 out of 5]

An ok read from HBR's 10 must-read series. Varied in scope, the book does not focus on any of the subjects it deals with. Furthermore, the articles have variable quality with a few good outliers and a bunch of filler chapters.

[Prudhvi Raj · Rating 2 out of 5]

Stopped reading in the middle.... Apart from few suggestions.... Most of the content is irrelevant and won't provide any meaningful knowledge on negotiations..... I don't recommended for anyone... Just waste of time.

[Trixie · Rating 3 out of 5]

the content is more on large-scale business acquisition/mergers with minimal small-scale application & takeaways. better for those who are actively involved in sales, deals, & negotiations, but not for a novice in the subject.

[Langston Clark · Rating 4 out of 5]

Now I just need someone to practice with.

[Devin Ryder · Rating 5 out of 5]

Good stuff. Love HBR.

[Allen · Rating 4 out of 5]

Always a good read. HBR 10 anything is worth learning. Readers will find a mix of common sense and new or neglected ideas and strategies. Worth it by anyone in negotiations.

[Tim · Rating 5 out of 5]

10 Lessons on negotiation. Outstanding!

[Howard Cooke · Rating 4 out of 5]

Soft 4. Had to sift through lots of corporate jargon but there were some great nuggets of wisdom.

[delbee · Rating 4 out of 5]

Rating was based on the following articles
"Emotion and the Art of Negotiation"
"15 Rules for Negotiating a Job Offer"
"How to Make the Other Side Play Fair"

[Harvey · Rating 5 out of 5]

The article on different cultures was most insightful for me.

[Yash Sakhuja · Rating 4 out of 5]

A great book on the do's and don'ts while you are at the negotiation table.
Spoiler Alert: Both parties should win.

[Mark Simmerman · Rating 3 out of 5]

Worthwhile models and case studies on negotiation.