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Essentials of Negotiation


Subject Adviser: Michael Watkins

Series Content Adviser: Wendy Bliss

2005, 288 pages, Paperback

ISBN: 9781591395744

SHRMStore Item #: 61.13503

Order from the SHRMStore or call (800) 444-5006

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.


 Table of Contents



Chapter 1: Negotiation and the HR Professional: A Crucial Activity

Chapter 2: The HR Professional as Negotiation Agent: Whose Interests Come First?

Chapter 3: Types of Negotiation: Many Paths to Agreement

Chapter 4: The Importance of Relationships: Different Notions of Value

Chapter 5: Four Key Concepts: Your Starting Points

Chapter 6: Preparing for a Negotiation: Nine Steps

Chapter 7: Negotiation Strategies: How to Bargain Skillfully

Chapter 8: Frequently Asked Tactical Questions: Answers You Need

Chapter 9: Manipulative Negotiation Ploys: How to Recognize and Respond to Them

Chapter 10: Barriers to Agreement: How to Recognize and Overcome Them

Chapter 11: Mental Errors: How to Recognize and Avoid Them

Chapter 12: Negotiations with Job Seekers and Employees: Handling Agreements about Salaries, Counteroffers, and Legal Arrangements

Chapter 13: Negotiations with Your Boss, Peer Managers, and Other Senior Executives: Exerting Your Influence Effectively

Chapter 14: Negotiations with Vendors and Consultants: Forging the Best Agreements for Your Company

Chapter 15: Negotiations with Labor Unions: Handling the Complexities Successfully

Chapter 16: Negotiations over Legal Disputes: Protecting Your Organization

Chapter 17: Negotiations Related to Mergers and Acquisitions: Navigating Complex New Terrain

Chapter 18: Making Negotiation a Core Capability: Building Organizational Competence

Chapter 19: Sharpening Your Skills, Benefiting Your Company: HR Professionals as Seasoned Negotiators



For Further



 About the Business Literacy for HR Professionals Series


The Business Literacy for HR Professionals Series, copublished by the Harvard Business School Publishing and SHRM, educates HR professionals at all levels in the principles, practices, and processes of business and management. These books provide a comprehensive overview of the concepts, skills, and tools HR professionals need to be influential strategic partners in their organizations.

The other books in the Series:

The Essentials of Corporate Communications & Public Relations

The Essentials of Finance and Budgeting

The Essentials of Managing Change and Transition

The Essentials of Power, Influence & Persuasion

The Essentials of Project Management

The Essentials of Strategy


 About the Series Adviser

Wendy Bliss, J.D., SPHR is an attorney and founder of Bliss & Associates Consulting in Colorado Springs. She is the author of Legal, Effective References and the co-author of Employment Termination Source Book.

 About the Subject Adviser


Michael Watkins is the founder of Genesis Advisers LLC, a leadership strategy consultancy, and Professor of Practice at INSEAD in Fontainebleau, France. Watkins is the author of The First 90 Days: Critical Success Strategies for New Leaders at all Levels and Breakthrough Business Negotiation: A Toolbox for Managers, winner of the CPR Institute's prize for best book in negotiation and conflict management. He is coauthor of Winning the Influence Game: What Every Business Leader Should Know About Government and Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts