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Preparation: Nine Steps to a Deal
Book chapter
-
Reference no. 5689BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 26 pages
Topics: Alternatives; Learning; Negotiations; Success
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Abstract

For a negotiator, preparation means understanding one's own position and interests, the position and interests of the other party or parties, the issues at stake, and alternative solutions. It means learning as much as possible about these as well as about the people with whom you'll be dealing. This chapter helps you prepare, using nine steps and numerous examples. This chapter is excerpted from ‘Negotiation'.
Thumbnail image for product with reference number 5641BC
Types of Negotiation: Many Paths to a Deal
Book chapter
-
Reference no. 5641BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 15 pages
Topics: Communication; Negotiations; Strategy
View full details
Thumbnail image for product with reference number 5672BC
Four Key Concepts: Your Starting Points
Book chapter
-
Reference no. 5672BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 20 pages
Topics: BATNA; Value creation
View full details
Thumbnail image for product with reference number 5696BC
Table Tactics: How to Play the Game Well
Book chapter
-
Reference no. 5696BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 29 pages
Topics: Active listening; Agendas; Negotiations; Performance measurement; Tactics
View full details
Thumbnail image for product with reference number 5702BC
Frequently Asked Tactical Questions: Answers You Need
Book chapter
-
Reference no. 5702BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 21 pages
Topics: Interpersonal relations; Negotiations; Prices; Procedures; Tactics
View full details
Thumbnail image for product with reference number 5719BC
Barriers to Agreement: How to Recognize and Overcome Them
Book chapter
-
Reference no. 5719BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 20 pages
Topics: Agreements; Barriers; Negotiations
View full details
Thumbnail image for product with reference number 5726BC
Mental Errors: How to Recognize and Avoid Them
Book chapter
-
Reference no. 5726BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 17 pages
Topics: Emotions; Negotiations; Perception
View full details
Thumbnail image for product with reference number 5733BC
When Relationships Matter: A Different Notion of Winning
Book chapter
-
Reference no. 5733BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 15 pages
Topics: Interpersonal relations; Long term planning; Management communication; Negotiations; Relationship management
View full details
Thumbnail image for product with reference number 5740BC
Negotiating for Others: Whose Interests Come First?
Book chapter
-
Reference no. 5740BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 13 pages
Topics: Agreements; Labor negotiations; Management communication; Negotiations; Roles
View full details
Thumbnail image for product with reference number 5757BC
Negotiation Skills: Building Organizational Competence
Book chapter
-
Reference no. 5757BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 17 pages
Topics: Agreements; Management development; Negotiations; Organizational learning
View full details

About

Abstract

For a negotiator, preparation means understanding one's own position and interests, the position and interests of the other party or parties, the issues at stake, and alternative solutions. It means learning as much as possible about these as well as about the people with whom you'll be dealing. This chapter helps you prepare, using nine steps and numerous examples. This chapter is excerpted from ‘Negotiation'.

Related

Thumbnail image for product with reference number 5641BC
Types of Negotiation: Many Paths to a Deal
Book chapter
-
Reference no. 5641BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 15 pages
Topics: Communication; Negotiations; Strategy
View full details
Thumbnail image for product with reference number 5672BC
Four Key Concepts: Your Starting Points
Book chapter
-
Reference no. 5672BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 20 pages
Topics: BATNA; Value creation
View full details
Thumbnail image for product with reference number 5696BC
Table Tactics: How to Play the Game Well
Book chapter
-
Reference no. 5696BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 29 pages
Topics: Active listening; Agendas; Negotiations; Performance measurement; Tactics
View full details
Thumbnail image for product with reference number 5702BC
Frequently Asked Tactical Questions: Answers You Need
Book chapter
-
Reference no. 5702BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 21 pages
Topics: Interpersonal relations; Negotiations; Prices; Procedures; Tactics
View full details
Thumbnail image for product with reference number 5719BC
Barriers to Agreement: How to Recognize and Overcome Them
Book chapter
-
Reference no. 5719BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 20 pages
Topics: Agreements; Barriers; Negotiations
View full details
Thumbnail image for product with reference number 5726BC
Mental Errors: How to Recognize and Avoid Them
Book chapter
-
Reference no. 5726BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 17 pages
Topics: Emotions; Negotiations; Perception
View full details
Thumbnail image for product with reference number 5733BC
When Relationships Matter: A Different Notion of Winning
Book chapter
-
Reference no. 5733BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 15 pages
Topics: Interpersonal relations; Long term planning; Management communication; Negotiations; Relationship management
View full details
Thumbnail image for product with reference number 5740BC
Negotiating for Others: Whose Interests Come First?
Book chapter
-
Reference no. 5740BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 13 pages
Topics: Agreements; Labor negotiations; Management communication; Negotiations; Roles
View full details
Thumbnail image for product with reference number 5757BC
Negotiation Skills: Building Organizational Competence
Book chapter
-
Reference no. 5757BC
Authors: (Harvard Business School)
Chapter from: "Negotiation"
Published by: Harvard Business Publishing
Published in: 2006
Length: 17 pages
Topics: Agreements; Management development; Negotiations; Organizational learning
View full details