Start with NO…The Negotiating Tools that the Pros Don’t Want You to Know

Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today’s prevailing “win-win” approach. Beginning with an inverse premise–that having the right to say “no” and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day–Camp’s procedure counters the common … [ Read more ]

Breakthrough Business Negotiation: A Toolbox for Managers

Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize … [ Read more ]

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery … [ Read more ]

Negotiate to Win: The 21 Rules for Successful Negotiating

Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we’re uncomfortable with it, yet we feel cheated when we don’t get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to … [ Read more ]

Beyond Reason: Using Emotions as You Negotiate

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher’s bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others’ emotions for better end-results. They enliven … [ Read more ]

Bargaining for Advantage: Negotiation Strategies for Reasonable People

Based on Professor G. Richard Shell’s executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world’s leading business strategists, and the latest insights from negotiation research. Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication … [ Read more ]

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Stuck in a “win-win versus win-lose” debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the “first dimension” of Lax and Sebenius’s path breakingtion™ approach, developed from their decades of doing deals and analyzing great dealmakers. Their “second dimension”-deal design-systematically unlocks economic and non-economic value by creatively structuring agreements.

But what sets the 3-D approach apart is its “third dimension”: setup. Before … [ Read more ]