HBR Guide to Negotiating

(Jeff Weiss)

Learn the HBR way to get out of the common place and discover myths and truths about the most diverse negotiation processes, through detailed steps and objective questions.

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Highlights from this book summary:

You should never accept anything less than the “best alternative”;

In most negotiations, it is always possible to generate a higher value than initially imagined;

Having to abandon the negotiation does not mean failure;

Negotiations are neither based on taking advantage of each other, nor on each one making a certain amount of concessions.

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