The Essentials of Negotiation

Whether pitching a new HR program to the CEO, bargaining with a vendor or designing a salary agreement for an employee, HR professionals constantly engage in negotiations that can improve-or hinder-their organization's strategic performance. 

The Essentials of Negotiation includes tips and tools that will help HR professionals become effective, influential negotiators in their firms as they learn to:

• Master preparation techniques.
• Match the right negotiation tactic to the right situation.
• Reshape the negotiation process when deals get contentious.
• Handle personnel agreements including salaries and counteroffers.
• Effectively influence bosses and peers.
• Forge advantageous agreements with vendors and consultants.
• Protect their organizations from legal disputes.

Co-published by SHRM and Harvard Business School Press.

About the book series

The Business Literacy for HR Professionals Series is a co-branded line of books developed jointly between Harvard Business School Press and SHRM (the Society for Human Resource Management).

This series will help HR professionals to become more influential strategic partners in their organizations by educating them in the core principles, practices, and processes of business and management. The purpose of the series is to help HR professionals develop knowledge and skills related to, but outside, the HR domain in order to make more strategic contributions to their organizations. These books will help HR professionals 'have a seat at the table' by becoming more proficient and literate in critical business and management arenas such as finance, negotiation, strategy, change management, etc.