Next-Level Negotiating (HBR Women at Work Series)

Book excerpt: Knowing what you want and why can boost your confidence--and your outcomes in negotiations of any size. Whether you're negotiating a salary, a deal with a supplier, or a flexible work arrangement, you need to prepare. From knowing your ideal outcome to thinking through acceptable alternatives to considering the other person's perspective, advance planning can significantly increase your confidence, engagement in the process, and results. But it's not just practical details, numbers, and strategies--advocating for yourself, your team, and your business can feel personal, too, so you also need to manage the emotions that arise during the process. Shake off the bleak research about women and negotiation, and clarify and communicate who you are and what you need in your business and in your relationships to increase your odds of a positive outcome. Thoughtful preparation can help you enter any negotiation with curiosity, creativity, and a willingness to collaborate--all the essentials to seal a deal successfully. This book will inspire you to: Set a clear outcome Explore and examine acceptable alternatives Consider your counterpart's perspective Manage your emotions Overcome stumbling blocks Discover collaborative solutions Strike a deal that works for you The HBR Women at Work series spotlights the real challenges and opportunities women experience throughout their careers. With interviews from the popular podcast of the same name and related articles, stories, and research, these books provide inspiration and advice for taking on topics at work like inequity, advancement, and building community. Featuring detailed discussion guides, this series will help you spark important conversations about where we're at and how to move forward.