In a new book, Breakthrough International Negotiation: How Great Negotiators Transformed the World’s Toughest Post-Cold War Conflicts, Harvard Business School professor Michael Watkins dissects the art of give-and-take. This excerpt details 7 principles followed by master negotiators:
1. Breakthrough negotiators shape the structure of their situations
2. Breakthrough negotiators organize to learn
3. Breakthrough negotiators are masters of process design
4. Breakthrough negotiators foster agreement when possible but employ force when necessary
5. Breakthrough negotiators anticipate and manage conflict
6. Breakthrough negotiators build momentum toward agreement
7. Breakthrough negotiators lead from the middle
Content: Article
Author: Michael Watkins
Source: Harvard Business School (HBS) Working Knowledge
Subject: Negotiation
Author: Michael Watkins
Source: Harvard Business School (HBS) Working Knowledge
Subject: Negotiation
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