Bruce Patton is a co-founder of the Harvard Negotiation Project and the Program on Negotiation at Harvard Law School. As a mediator, he was instrumental in resolving the U.S.-Iran hostage crisis, worked with Nobel Peace Prize laureate Óscar Arias to ensure the success of a Central American peace plan, and helped craft the constitutional process that ended apartheid in South Africa.
Everyone negotiates every day. This book shows how to go about it. How to speak to be understood and how to listen to understand. How to focus on interests and not on positions. How to be concrete but flexible. How to be hard on the problem but soft on people. How to make the most of your assets.
Updated 10th Anniversary Edition Don't panic. Difficult conversations are inevitable, but the leaders of the Harvard Negotiation Project are here to teach you how to negotiate a pay rise, resolve a dispute or even let someone go. Arming you with the right techniques and tools in this step-by-step guide, you will learn how to manage your feelings, empathise, avoid the blame game and really listen. Difficult Conversationsgives you the know-how to tackle even the most challenging exchanges. With a foreword by Roger Fisher, author of Getting to Yes