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Harvard Business Review on Winning Negotiations Paperback – May 10 2011


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Harvard Business Review on Winning Negotiations + HBR's Must Reads Boxed Set (6 Books) + HBR's 10 Must Reads on Communication (with featured article “The Necessary Art of Persuasion,” by Jay A. Conger)
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Product Details

  • Paperback: 272 pages
  • Publisher: Harvard Business Review Press (May 10 2011)
  • Language: English
  • ISBN-10: 1422162575
  • ISBN-13: 978-1422162576
  • Product Dimensions: 20.8 x 13.7 x 2.3 cm
  • Shipping Weight: 204 g
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: #39,843 in Books (See Top 100 in Books)

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Format: Paperback
This is one of the volumes in a series of anthologies of articles that first appeared in Harvard Business Review. Having read all of them when they were published individually, I can personally attest to the high quality of their authors' (or co-authors') insights as well as the eloquence with which they are expressed. This collection has two substantial value-added benefits that should also be noted: If all of the articles were purchased separately as reprints, the total cost would be at least $60-75; also, they are now conveniently bound in a single volume for a fraction of that cost.

Those who aspire to possess highly developed skills in bargaining and deal making will find the material in this HBR book invaluable. For example, how to seal or sweeten a "bargain" by uncovering the other side's motives, counter faulty assumptions and premises, forge only those deals that support your strategy, and "know when to walk away"...and why. Authors of the ten articles focus on one or more components of a process by which to "persuade others to do what you want - for their own reasons."

This is a slight variation of an observation made to me years ago by an English professor at Oxford who was (then and now) a personal friend. We were at a reception for England's ambassador to the United States. I asked my friend if there was a "secret" to effective diplomacy. He replied, "As a matter of fact, there is. Letting the other chaps have it [begin italics] your [end italics] way.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 8 reviews
4 of 4 people found the following review helpful
How to bargain and close on deals by "letting the other chaps have it your way" June 20 2012
By Robert Morris - Published on Amazon.com
Format: Paperback
This is one of the volumes in a series of anthologies of articles that first appeared in Harvard Business Review. Having read all of them when they were published individually, I can personally attest to the high quality of their authors' (or co-authors') insights as well as the eloquence with which they are expressed. This collection has two substantial value-added benefits that should also be noted: If all of the articles were purchased separately as reprints, the total cost would be at least $60-75; also, they are now conveniently bound in a single volume for a fraction of that cost.

Those who aspire to possess highly developed skills in bargaining and deal making will find the material in this HBR book invaluable. For example, how to seal or sweeten a "bargain" by uncovering the other side's motives, counter faulty assumptions and premises, forge only those deals that support your strategy, and "know when to walk away"...and why. Authors of the ten articles focus on one or more components of a process by which to "persuade others to do what you want - for their own reasons."

This is a slight variation of an observation made to me years ago by an English professor at Oxford who was (then and now) a personal friend. We were at a reception for England's ambassador to the United States. I asked my friend if there was a "secret" to effective diplomacy. He replied, "As a matter of fact, there is. Letting the other chaps have it [begin italics] your [end italics] way."

I now provide two brief excerpts that are representative of the high quality of all ten articles:

In "Deals Without Delusions," Dan Lovallo, Patrick Vigueroie, Robert Uhlander, and John Horn recommend several strategies ("antidotes") for countering mental biases at each stage of the M&A process:

Preliminary Due Diligence

o Confirmation bias
o Overconfidence
o Underestimating cultural differences
o Underestimating time, money, and other resources needed for integration
o Bidding
o Bidding above the target's true value when multiple players enter the game

Final Due Diligence

o Anchoring
o Sunk costs fallacy

They discuss the strategies, antidotes, and other key elements and components in the immensely complicated - and perilous -- M&A process, Pages 19-38.

In "The Fine Art of Acquisition," Robert J. Aiello and Michael D. Watkins share their own thoughts about both the art and science of M&A as they discuss screening potential deals, conducting initial discussions, establishing a civil (preferably cordial, if not pleasant and friendly) atmosphere within which to address various issues, gearing up for rigorous negotiations, sizing up the other side, and getting to final terms and conditions. They also discuss "Managing the Deal Cycle" and the "Postmortem Questions" to be asked. You'll find the complete article on Pages 155-175.

My own opinion is that the same basic principles that continue to be most effective during formal discussions such as those required by the M&A process can (with only minor adjustment) also be effective during informal conversations whose purpose is persuasion. Honesty is essential as are mutual respect and trust. Negotiation should not be viewed as a zero sum game. Treacherous and deceitful people who succeed initially are losers eventually.
4 of 4 people found the following review helpful
90% about M&A Deals April 28 2013
By Whippet - Published on Amazon.com
Format: Paperback Verified Purchase
The title is misleading: "Winning Negotiations" is really just about big-company executives chasing M&A deals. I expected much more on, well--negotiations. Instead the book is on due diligence, choosing M&A targets, etc.

Not recommended. I returned mine for a refund.
Negotiation techniques for winning results and avoiding mistakes in negotiations. July 11 2014
By Stewart Paulson - Published on Amazon.com
Format: Kindle Edition Verified Purchase
Winning Negotiations is an exception compendium of key articles from the Harvard Business Review. Like the many compediums of top articles that Harvard Business Review Paperback series makes available, it is informative, well written and filled with exception guidance.The book is a time efficient book for busy people.The book focuses on understanding the process of negotiation; the importance of understanding why the opposition holds a polarized position different than your own; importance of recognizing and including both the economic contract and the social contract in negotiations; where cost and revenue synergies are most likely to occur in merger and aquisitions; when to walk away and how to manage the walk away procedure. Important to the process of negotiation is discipline, diligence, and detailed analysis by a competent team of company representatives that are not undermind by higher authorities carrying out separate negotiations with the target. I highly recommend this book to all readers. The principles taught on negotiation can be effectively used in all aspects of life, often outside of a business application. The book is a concise read as are most of the Harvard Business Review Paperback Series, but contains a wealth of valuable information.
Incredible June 9 2013
By Daniel - Published on Amazon.com
Format: Kindle Edition Verified Purchase
Even as a undergrad who has barely scratched the surface of his core business school classes, HBR did a phenomenal job of making every article in this collection readable and insightful.
Understandable July 11 2013
By David Wester - Published on Amazon.com
Format: Paperback Verified Purchase
This was a required read for graduate school. A collection of authors wrote these sections in an easy to understand format. Harvard Business Review has been turning out better academic books lately. If you must have for yourself or for academic purposes, this book will bring a better perspective into view.


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