Negotiate for Success

Having trouble viewing this email? Click here to see it in a web browser. NEGOTIATING BEYOND YES Negotiate for Success Negotiation is an essential executive skill that surprisingly few managers master. Too many, in fact, concentrate only on what happens at the bargaining table and neglect what happens before and after the deal. ORDER NOW AND SAVE 15%* Negotiate for Success comes with a 30-day money-back guarantee.   Only $275** As a result of this narrow focus, they miss valuable opportunities to maximize the value of the outcome. This collection offers fresh perspectives from renowned experts on negotiating that will teach you how to prepare, conduct, and follow up dealmaking to ensure that you get the results you want. THIS SPECIALLY PRICED COLLECTION WILL HELP YOU: Make the right moves before you sit down at the table. Learn to use negotiation as an opportunity for building relationships based on trust that support implementation of the agreement. Ensure that the right parties have been approached, in the right sequence, to address the right interests. Avoid the most common negotiating mistakes. And go beyond finding common ground to seek opportunities for value creation for both parties. SAVE 15%* Negotiate for Success will help you sharpen your skills to get what you want. It's yours for only $275!** ORDER NOW Negotiate for Success includes: HARDCOVER 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals Face-to-face tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension" — deal design — systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": what happens before you reach the bargaining table. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics. HARDCOVER The Point of the Deal: How to Negotiate When Yes is Not Enough Learn what negotiation looks like when the players involved strive to make the deal work in practice — not just on paper. In this book, you'll discover how to make the transition from concentrating on getting the deal done to focusing on what it takes to achieve value after the ink has dried. With a wealth of examples from multiple industries, countries, and functions, the authors illustrate how their approach to crafting an implementation mind-set works in all kinds of familiar business contexts — including mergers and acquisitions, joint ventures, alliances, outsourcing arrangements, and customer and supplier relationships. CD-ROM Negotiating for Results Learn how to conduct effective negotiations, avoid common traps, and go beyond finding common ground to seek opportunities for value creation. Negotiating for Results focuses on groundwork, the actual negotiation, relationships, and the follow-through. This program, based on the research and writings of James K. Sebenius, Michael Wheeler, Danny Ertel, and other negotiation experts, will show you how to develop a best alternative to a negotiated agreement, clarify and uncover all interests to create opportunities for mutual gain, restore productive dialogue with "appreciative moves" when negotiations stall, differentiate between the relationship and the deal, generate ways to foster relationships based on trust, and think through and plan for how terms of an agreement will carry out in practice. Realistic practice scenarios and interactive tools enable time-pressed managers to grasp key concepts quickly and retain them soundly. SPECIAL COLLECTION The Harvard Business School Publishing Guide to Smart Negotiation: Negotiating and Managing Partnerships A valuable compilation of articles from Harvard Business Publishing that brings you expert strategies for negotiating and managing alliances — to help you align incentives and create wins for every organization in your supply chain. Includes: "Put Your Moves in the Right Sequence"; "Which Comes First? How to Handle Linked Negotiations"; "Picking the Right Frame: Make Your Best Offer Seem Better"; "Don't Like Surprises? Hedge Your Bets with Contingent Agreements"; "What Gets Lost in Translation"; "Negotiation in Translation"; "Trying It On for Size"; "Can This Partnership Be Saved? Getting an Alliance Back on Track". HBR ARTICLE COLLECTION Nuts and Bolts Negotiation This article collection presents the real art behind smart negotiating: letting the other guy have your way: 1) how to use investigative negotiation to uncover information about the other party's interests and priorities, 2) the six negotiation mistakes even seasoned bargainers make, and 3) the implementation mindset you need to ensure your agreement will work out as you intended when you inked the deal. The 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. To order by phone, call us toll-free at 800-668-6780 and mention referral code 01909. Outside the U.S. and Canada, 617-783-7450. * You will save more than 15% off the price of the individual components when you buy this collection. ** Purchasers are responsible for all shipping charges, duties, taxes, brokerage fees, and/or import fees imposed by the country of import. Please check with your customs office for details. If you do not wish to receive special offer email messages from Harvard Business Review, click here. If you do not wish to receive any email messages from Harvard Business Review, click here. ORDER NOW AND SAVE 15%* Negotiate for Success comes with a 30-day money-back guarantee. It's yours for only $275**. Product #4049BN Copyright © 2013 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)