Negotiation – Theory, Techniques and Skills – Subject Update

Allison Wood Brooks – HBA Faculty – Google Scholar Citations

HBR’s 10 Must Reads on Negotiation (with bonus article “15 Rules for Negotiating a Job Offer” by Deepak Malhotra)
Harvard Business Review, Daniel Kahneman, Deepak Malhotra, Erin Meyer, Max H. Bazerman
Harvard Business Press, 30-Apr-2019 – Business & Economics – 208 pages

Learn to be a better negotiator–and achieve the outcomes you want.

If you read nothing else on how to negotiate successfully, read these 10 articles. We’ve combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible.

This book will inspire you to:

Control the negotiation before you enter the room
Persuade others to do what you want–for their own reasons
Manage emotions on both sides of the table
Understand the rules of negotiating across cultures
Set the stage for a healthy relationship long after the ink has dried
Identify what you can live with and when to walk away

This collection of articles includes:
“Six Habits of Merely Effective Negotiators” by James K. Sebenius;
“Control the Negotiation Before It Begins” by Deepak Malhotra;
“Emotion and the Art of Negotiation” by Alison Wood Brooks;
“Breakthrough Bargaining” by Deborah M. Kolb and Judith Williams;
“15 Rules for Negotiating a Job Offer” by Deepak Malhotra;
“Getting to Si, Ja, Oui, Hai, and Da” by Erin Meyer;
“Negotiating Without a Net: A Conversation with the NYPD’s Dominick J. Misino” by Diane L. Coutu;
“Deal Making 2.0: A Guide to Complex Negotiations” by David A. Lax and James K. Sebenius; “How to Make the Other Side Play Fair” by Max H. Bazerman and Daniel Kahneman;
“Getting Past Yes: Negotiating as if Implementation Mattered” by Danny Ertel;
“When to Walk Away from a Deal” by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

Harvard Business Review December 2015 issue is a special issue on negotiation

Emotion and the Art of Negotiation by Alison Wood Brooks is an interesting article.

You have to express the right emotions at the right times during negotiations.
Just as you prepare your tactical and strategic moves before a negotiation, you should invest effort in preparing your emotional approach. It will be time well spent.

HBR Video discussion wth Alison Brooks

The Bad Habits of Good Negotiators

06/04/2013,  Updated Aug 04, 2013
Adam Grant 

Wharton professor and author of GIVE AND TAKE and ORIGINALS

Negotiation Advantage: Make the First Move

Updated  8 September 2019, 4 December 2016, 8 December 2015