Negociación: Una guía para directivos ocupados

Harvard Business Essentials

by Harvard Business Publishing, Haim Mendelson (Traducción)

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: preparing the necessary information before a negotiation; managing multiparty negotiations; assessing the position of the opposing side; determining your sources of power and authority in a negotiation; and, recognizing the barriers to agreement and how to overcome them. 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.This is 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.

Genres: Business, Nonfiction, Leadership, Management, Self Help, School, Buisness

200 pages, Paperback

First published July 1, 2003

About the author

Harvard Business Publishing (HBP) is a publisher founded in 1994 as a not-for-profit, independent corporation and an affiliate of Harvard Business School (distinct from Harvard University Press), with a focus on improving business management practices. The company offers articles, books, case studies, simulations, videos, learning programs, and digital tools to organizations and subscribers.
HBP consists of three market units: Education, Corporate Learning, and Harvard Business Review Group. Their offering consists of print and digital media (Harvard Business Review, Harvard Business Review Press books, Harvard Business School cases), events, digital learning (Harvard ManageMentor, HMM Spark), blended learning, and campus experiences.

Reviews

[Crystal Li · Rating 4 out of 5]

This book opens up the door to negotiation. For people who would like to learn deeper, try combining this tool book with Introduction of negotiation offered online by Coursera with Prof Barry Nalebuff (https://www.coursera.org/learn/negoti...). This free course offers real-life case studies, and it's a great complimentary learning material to apply the theory.

[Калоян Захариев · Rating 4 out of 5]

Приятна и обогатяваща книга, която дава основите на това как да водим преговори без да навлиза в дълбочина. Определено трябва да се прочете.

[Ricardas Razgaitis]

Good fundaments on Negotiation process.

[Hiroyuki Tanaka · Rating 3 out of 5]

Some of the highlights were:

1) Always determine what your and the other side's BATNA are before entering any negotiation. Your BATNA determines the point at which you can say no to an unfavorable proposal. If that BATNA is strong, you can negotiate for more favorable terms, knowing that you have something better to fall back on if a deal cannot be arranged. A weak BATNA puts you in a weak barganing position. If the other side knows that its opponent has a weak BATNA, the weak party has very little power to negotiate.

2) If you think you value the relationship with the other side and want to create more value over the long run, then it may not be the best idea to try to obtain the best numeric outcome on a one-off basis as that may damage the relationship.

3) Reservation price (walk-away price) is the least favorable point at which one will accept a deal. Your reservation price should be derived from your BATNA, but it is not usually the same thing. If the deal is only about money, however and a credible dollar offer is your BATNA, then your reservation price would be approximately equal to your BATNA.

[Pablo Reyes · Rating 5 out of 5]

This book reflects the content and syllabus of the online program Mastery Negotiation offered by Harvard Business School.
It posits that the BATNA scheme of negotiation is a rational, useful, and best alternative to hold and conclude a negotiation.
Definitely I recommend this book to those involved in negotiations.

[Cristian · Rating 3 out of 5]

A few good concepts, so it should be useful for someone who has not read anything about the topic. If you have read something about negotiations, probably it will not add much. The book is short, but far too long for what it delivers. The last few chapters should have been just bullet points for a 5 minute read.

[MK Jackson · Rating 3 out of 5]

I read this book for my Interviewing, Counseling, and Negotiations class. This book had several helpful insights that will help improve my negotiation skills. However, some of it was common sense and it was repetitive at times. For a textbook, it was an easy read. The first half of the book was a lot more useful than the second half.

[Gaurav Gaur · Rating 4 out of 5]

We are negotiating all the time in our lives. The book talks about basics of negotiations and how to improve upon them. If practised properly, the techniques stated can help you in gaining bigger pie in the negotiation.

[Cheng Ming Daw · Rating 5 out of 5]

A important soft skill must learn at professional life

To advance at professional career ladder, negotiation is must lesson learn. This book provided clear logic for reader to follow and practice

[Jeeet · Rating 5 out of 5]

Short , effective and reasonably working tactics with a globally trusted institution.

[Mander Pander · Rating 3 out of 5]

I wouldn't characterize this as pleasure reading. It's easy enough to read as far as textbook- type books go, but you're not going to pick it up for funsies.

[Sameer Jain · Rating 5 out of 5]

Great book

[Chris Norris · Rating 3 out of 5]

Super basic review of the fundamental negotiation

[Tamia Orelus · Rating 5 out of 5]

This book is very informative and a must have for all to learn the art of negotiation.

[Meg Saha]

no rating i read it for a class

[Bryan Dannar · Rating 3 out of 5]

Nothing really ground breaking if you’re experienced in sales or negotiating, but a good refresher and does have some helpful tips. Quick read.

[Berke Sahbazoglu · Rating 4 out of 5]

This book was a delightful read that was very informative but not overwhelming. The author did a spectacular job of balancing the explanations of business terms such as anchoring, BATNA, ZOPA, counter-anchoring with helpful explanations.

Read it in under two weeks. Another points mentioning are that the book comes with suggestions of other related reading and publications, a glossary, and a list of what questions you must ask yourself before you enter a negotiation.

Everyone should read this in order to better communicate and relate to adversaries or rival parties/groups/companies. My only complaint is that it was very business oriented and it could have put more emphasis on more day to day negotiation.

[Dan-o · Rating 4 out of 5]

If you're going to read a negotiation book, this is a good one. I liked it much better than Getting to Yes. It had more practical ways to win negotiations, which is why we read negotiation books in the first place.

[Victor Gonzalez · Rating 4 out of 5]

the book provides the basic of negotiations. By reading the book you can get a clear overview on how to prepare for any negotiation. Everyone should read the book so that they can be better prepare for their next negotiation

[Parham · Rating 4 out of 5]

the basics... informative but not necessarily engaging, something you'd read in the classroom - still worth it

[Tim Burrell · Rating 4 out of 5]

Wonderful way to understand the concepts and ideas

[Chirag Vora · Rating 3 out of 5]

This books makes recommendation to read "Getting to Yes" over and over again. Better read it to be able to appreciate ideas in this one.

[Pam · Rating 3 out of 5]

Text book style. Helpful examples of how to apply the ideas given. Scenarios also provided to differentiate theories.

[Jessica · Rating 4 out of 5]

Good intro book without a bunch of jargon. Has useful forms in the back of the book.

[Said AlMaskery · Rating 3 out of 5]

This book gives you the basics of negotiations. It itroduces important terminologies and concepts. Was very useful preparation for my LBS course on the same topic.

[Mackenzie Swapp · Rating 5 out of 5]

Watch out world. I'm officially an expert in negotiation.

[Varoj · Rating 5 out of 5]

The book provides basic ways to negotiate and example cases. Even though it's all basic but it's necessary. You may find some new way to negotiate.