The Essentials Of Negotiation

by Harvard Business School Publishing

• ISBN13: 9781591395744
• ISBN10: 1591395747
• Format: Paperback
• Copyright: 2005-04-15
• Publisher: Harvard Business School Pr

Summary

This practical book includes tips and tools that will help HR professionals become effective, influential negotiators in their firms as they learn to:bull; Master effective preparation techniquesbull; Match the right negotiation tactic to the right situationbull; Reshape the negotiation process when deals get contentiousbull; Handle personnel agreements including salaries and counteroffersbull; Effectively influence bosses and peersbull; Forge advantageous agreements with vendors and consultantsbull; Protect their organizations from legal disputes

Table of Contents

Introduction	xiii
1 Negotiation and the HR Professional	1	(22)
A Crucial Activity
The Benefits of Effective Negotiation	3	(1)
A Critical HR Activity	4	(1)
The World of HR Negotiations	5	(3)
What Makes an Effective HR Negotiator?	8	(13)
Summing Up	21	(1)
Leveraging Chapter Insights: Critical Questions	22	(1)
2 The HR Professional as Negotiation Agent	23	(24)
Whose Interests Come First?
Independent Agents	24	(2)
Non-Independent Agents	26	(1)
The Challenges Agents Face	27	(4)
Agents' Legal Duties	31	(7)
Agents' Ethical Responsibilities	38	(6)
When Not to Be an Agent	44	(1)
Summing Up	45	(1)
Leveraging Chapter Insights: Critical Questions	46	(1)
3 Types of Negotiation	47	(16)
Many Paths to Agreement
Distributive Negotiation	48	(3)
Integrative Negotiation	51	(7)
Multiple Phases and Multiple Parties	58	(2)
Summing Up	60	(1)
Leveraging Chapter Insights: Critical Questions	61	(2)
4 The Importance of Relationships	63	(12)
Different Notions of Value
Why Relationships Matter	64	(2)
How Perceptions of Relationship Value Affect Negotiations	66	(3)
Doing It Right	69	(5)
Summing Up	74	(1)
Leveraging Chapter Insights: Critical Questions	74	(1)
5 Four Key Concepts	75	(20)
Your Starting Points
BATNA	77	(8)
Reservation Price	85	(3)
ZOPA	88	(2)
Value Creation Through Trades	90	(2)
Summing Up	92	(1)
Leveraging Chapter Insights: Critical Questions	93	(2)
6 Preparing for a Negotiation	95	(24)
Nine Steps
Step 1: Define a Good Outcome for You and the Other Side	97	(4)
Step 2: Identify Potential Value-Creation Opportunities	101	(1)
Step 3: Identify Your and the Other Side's BATNA and Reservation Price	102	(2)
Step 4: Shore Up Your BATNA	104	(1)
Step 5: Anticipate Authority Issues	105	(5)
Step 6: Learn All You Can About the Other Side	110	(1)
Step 7: Build Flexibility into the Process	110	(1)
Step 8: Gather Fairness Standards and Criteria	111	(1)
Step 9: Alter the Process in Your Favor	112	(4)
Summing Up	116	(1)
Leveraging Chapter Insights: Critical Questions	117	(2)
7 Negotiation Strategies	119	(32)
How to Bargain Skillfully
Getting the Other Side to Negotiate	120	(2)
Making a Good Start	122	(2)
Addressing Win-Lose Negotiations	124	(8)
Managing Integrative Negotiations	132	(9)
General Strategies	141	(7)
Summing Up	148	(2)
Leveraging Chapter Insights: Critical Questions	150	(1)
8 Frequently Asked Tactical Questions	151	(12)
Answers You Need
FAQs About Money	152	(2)
FAQs About Process	154	(3)
FAQs About People	157	(4)
Summing Up	161	(1)
Leveraging Chapter Insights: Critical Questions	161	(2)
9 Manipulative Negotiation Ploys	163	(12)
How to Recognize and Respond to Them
A Plethora of Ploys	164	(2)
Focus on the Negotiation Process	166	(1)
Skills for Reshaping the Negotiation Process	167	(5)
Summing Up	172	(1)
Leveraging Chapter Insights: Critical Questions	173	(2)
10 Barriers to Agreement	175	(18)
How to Recognize and Overcome Them
Die-Hard Bargainers	176	(3)
Spoilers	179	(1)
Lack of Trust	180	(2)
Information Vacuums	182	(2)
Communication Difficulties	184	(2)
Cultural and Gender Differences	186	(2)
Structural Impediments	188	(1)
Summing Up	189	(2)
Leveraging Chapter Insights: Critical Questions	191	(2)
11 Mental Errors	193	(14)
How to Recognize and Avoid Them
Escalation	194	(2)
Partisan Perceptions	196	(2)
Irrational Expectations	198	(2)
Overconfidence	200	(1)
Unchecked Emotions	201	(3)
Summing Up	204	(1)
Leveraging Chapter Insights: Critical Questions	205	(2)
12 Negotiations with Job Seekers and Employees	207	(18)
Handling Agreements About Salaries, Counteroffers, and Legal Arrangements
Working Out Starting Salary and Benefits Packages with Job Seekers	208	(4)
Negotiating a Counteroffer with a Valued Employee	212	(2)
Negotiating Legal Agreements	214	(9)
Summing Up	223	(1)
Leveraging Chapter Insights: Critical Questions	224	(1)
13 Negotiations with Your Boss, Peer Managers, and Other Senior Executives	225	(16)
Exerting Your Influence Effectively
Getting Your Boss's Support	226	(2)
Negotiating HR Policies with Peer Managers	228	(3)
Obtaining Executive Approval for HR Projects or Expenditures	231	(2)
Participating in Defining Your Firm's Strategy	233	(5)
Summing Up	238	(1)
Leveraging Chapter Insights: Critical Questions	238	(3)
14 Negotiations with Vendors and Consultants	241	(16)
Forging the Best Agreements for Your Company
Determining Your Needs	242	(2)
Interviewing Candidates	244	(1)
Evaluating Candidates	244	(1)
Checking References	245	(1)
Requesting Written Proposals	246	(1)
Selecting the Vendor or Consultant	247	(1)
Negotiating Fees and Contract Terms	247	(2)
Negotiating the "Spirit of the Deal"	249	(5)
Summing Up	254	(1)
Leveraging Chapter Insights: Critical Questions	255	(2)
15 Negotiations with Labor Unions	257	(10)
Handling the Complexities Successfully
New Developments in Organized Labor	258	(1)
Laying the Groundwork for Positive Relationships	259	(1)
Navigating the Bargaining Process	260	(6)
Summing Up	266	(1)
Leveraging Chapter Insights: Critical Questions	266	(1)
16 Negotiations over Legal Disputes	267	(12)
Protecting Your Organization
Understanding Trends in the Realm of Legal Disputes	268	(1)
The Importance of Prevention	269	(4)
Alternatives to Litigation	273	(4)
Summing Up	277	(1)
Leveraging Chapter Insights: Critical Questions	278	(1)
17 Negotiations Related to Mergers and Acquisitions	279	(14)
Navigating Complex New Terrain
General Strategies for Ensuring a Successful Merger or Acquisition	281	(2)
Restructuring HR	283	(2)
Integrating Rewards	285	(2)
Integrating HR Technology	287	(3)
Summing Up	290	(1)
Leveraging Chapter Insights: Critical Questions	291	(2)
18 Making Negotiation a Core Capability	293	(14)
Building Organizational Competence
Continuous Improvement	294	(4)
Negotiating as an Organizational Capability	298	(5)
HR's Role in Building Negotiation Competence	303	(2)
Summing Up	305	(1)
Leveraging Chapter Insights: Critical Questions	306	(1)
19 Sharpening Your Skills, Benefiting Your Company	307	(10)
HR Professionals as Seasoned Negotiators
Key Principles and Techniques	308	(4)
Enhancing Your Negotiation Skills	312	(2)
Benefits to Your Company, Your Department, and You	314	(1)
Summing Up	315	(1)
Leveraging Chapter Insights: Critical Questions	316	(1)
Notes	317	(6)
Glossary	323	(6)
For Further Reading	329	(8)
Index	337	(10)
About the Series Adviser	347	(2)
About the Subject Adviser	349	(2)
About the Writers	351	(2)
About the Society for Human Resource Management	353	(2)
Acknowledgments	355