Whether you're discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end you settle on a subpar solution in the middle - if you come to any agreement at all. But these discussions don't need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved.
Jeff Weiss and Jonathan Hughes of Vantage Partners – a consultancy specializing in corporate negotiations and relationship management – and Major Aram Donigian, an assistant professor at West Point, write about what U.S. soldiers in Afghanistan have learned about the art of managing high-risk, high-stakes situations.