Nuts and Bolts Negotiation (HBR Article Collection)

Negotiating is tricky business. Despite your best efforts at the bargaining table, you may end up holding the short end of the stick. And even if you seal a deal that looks brilliant on paper, the whole thing can fall apart when you start implementing your agreement. This HBR Article Collection presents ideas for crafting deals that create real value for your company: 1) Use investigative negotiation to uncover information about the other party's interests and priorities. Through artful questioning, you improve your options and forge mutually satisfactory deals. 2) Understand the six negotiation mistakes even seasoned bargainers make. By knowing these pitfalls, you stand a better chance of avoiding them. 3) Adopt an implementation mindset so your excellent agreement will work out as you intended when you inked the deal. Together, these tactics position you to master the real art behind smart negotiating: letting the other guy have your way. The Harvard Business Review articles in this collection are: "Investigative Negotiation" by Deepak Malhotra and Max H. Bazerman, "Six Habits of Merely Effective Negotiators" by James K. Sebenius, and "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel.