84 Posts Found

Conventional wisdom about showing anger in negotiations is sometimes contradictory: You should hide your true feelings behind a poker face, some say. Others recommend acting angry even if you’re not, as lawyers often do. New findings from negotiation researchers, however, reveal that both bits of advice are too simplistic, and they suggest a more effective tactic for tough negotiations would be making overt, well-timed threats. … [ Read more ]

Content: Article | Author: Margaret Neale | Source: Stanford University | Subject: Negotiation

When teaching negotiation skills, many educators now focus almost exclusively on an interest-based approach in which both parties openly collaborate to find a mutually satisfying solution. However, argues HBS Professor Mike Wheeler, it’s important for students to know that there’s still a time and place for old-school haggling.

Content: Article | Author: Katie Johnston | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

Most of us use information we have about another party to reach agreement when negotiating. But recent Stanford Graduate School of Business research warns that knowing our negotiation partners too well or having the wrong kind of information about them can actually produce less successful negotiating results than having no information.

Content: Article | Source: Stanford University | Subject: Negotiation

Whether we are dealing with business, global diplomacy, or family matters, we are all perplexed by the complexity of ethics in negotiation. This article introduces a simple, straightforward exercise that can lead to very meaningful discussions regarding ethics, negotiation tactics, and the ramifications and effectiveness of the implementation of those tactics and ethical decisions.

Content: Article | Author: Michael B. Rainey, J.D. | Source: Graziadio Business Report | Subjects: Ethics, Negotiation

There is no shortage of expert opinion on how to negotiate, as a quick scan of any bookstore’s shelves will reveal. Some of that advice is valuable, but much of it is simply not practical. Too often, what negotiation gurus are really saying is that you have to be a particular kind of person: thick-skinned and supremely confident, afraid of nothing, and with a big-picture … [ Read more ]

Content: Article | Author: Robb Mandelbaum | Source: Inc. Magazine | Subject: Negotiation

It pays to find out what the other side is thinking, then adjust your position accordingly.

Content: Article | Author: Norm Brodsky | Source: Inc. Magazine | Subject: Negotiation

When facing a negotiation that crosses national borders and/or cultures, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be informed and modified by potentially relevant factors. Drawing on considerable literature in cross-border and cross-cultural negotiation, a two-paper series develops a four-level prescriptive framework for effectively … [ Read more ]

Content: Article | Author: James K. Sebenius | Source: Harvard Business School (HBS) | Subjects: International, Negotiation

When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.— should be informed and modified by two classes of potentially relevant cross-border factors, the general and the negotiation-specific. Drawing on considerable literature in cross-border and cross-cultural negotiation, this paper develops the … [ Read more ]

Content: Article | Author: James K. Sebenius | Source: Harvard Business School (HBS) | Subjects: International, Negotiation

Whether negotiating to purchase a company or a house, dealmaking is becoming more complex. Harvard Business School professor Guhan Subramanian sees a new form arising, part negotiation, part auction. Call it the negotiauction. Here’s how to play the game.

Content: Article | Author: Guhan Subramanian | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today’s prevailing “win-win” approach. Beginning with an inverse premise–that having the right to say “no” and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day–Camp’s procedure counters the common … [ Read more ]

Content: Book | Author: Jim Camp | Subject: Negotiation

It’s crucial to understand just how powerful this concept [focusing on outcomes] is. Fundamentally, it recognizes that everyone owns yesterday, last week, last month, and last year, from their own point of reference. That ownership is permanent. Even given a limitless amount of discussion, the past will remain as it was, owned by those who were there.

But no one owns the future—the next 15 minutes, … [ Read more ]

Content: Quotation | Author: James E. Lukaszewski | Source: Leader to Leader | Subjects: Communication, Negotiation

With expressions like ‘out of sight, out of mind’, one would make a natural assumption that there’s a lot to be gained from direct face-to-face communication. However, according to Roderick Swaab, Assistant Professor of Organisational Behaviour at INSEAD, being able to see others and making eye contact may not always be the best thing.

Content: Article | Author: Roderick Swaab | Source: INSEAD Knowledge | Subject: Negotiation

A few years ago, I came across an old acronym that was used to describe the role of managers, ‘POEM’, whereby the job of management was to Plan, Organize, Execute, and Measure. It seemed to me that in a business environment where hierarchies are flatter, work changes rapidly because of new technologies, new customers, new markets, etc., and where you’re working in a more networked … [ Read more ]

Content: Quotation | Author: Thomas Stewart | Source: Rotman Magazine | Subject: Negotiation

Breakthrough Business Negotiation is a definitive guide to negotiating in any business situation. This smart and practical book by Michael Watkins, a leading expert in negotiation at Harvard Business School, presents principles that apply to any negotiation situation and tools to achieve breakthrough results. Step by step, Breakthrough Business Negotiation demonstrates how to diagnose a situation, build coalitions, manage internal decision making, persuade others, organize … [ Read more ]

Content: Book | Author: Michael Watkins | Subject: Negotiation

People tend to only look at national culture when they go into international negotiations—but there is also educational culture, race culture, gender culture, a religious culture. All of these also impact the way people behave and they are all “cross cultural,” which means that we’re underestimating the role of culture because we are only looking at the national one; but as negotiators, we need to … [ Read more ]

Content: Quotation | Author: Horacio Falcao | Source: INSEAD Knowledge | Subjects: Culture, International, Negotiation

A successful deal may hinge on the ability to create trust — or uncover deception.

Content: Article | Author: Alix Nyberg Stuart | Source: CFO Publishing | Subjects: Negotiation, Organizational Behavior

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery … [ Read more ]

Content: Book | Authors: Deepak Malhotra, Max H. Bazerman | Subject: Negotiation

Silence is the secret tool of power negotiators. Knowing when to listen, not talk. Using facial expressions, not your voice, to make a point. Here are five tips on how perfecting the art of silence can make you a better negotiator.

Content: Article | Author: Liz Tahir | Subjects: Management, Marketing / Sales, Negotiation, Personal Development

“Negotiators who are quick to label the other party ‘irrational’ do so at great potential cost to themselves,” say HBS professors Deepak Malhotra and Max H. Bazerman. Their new book, Negotiation Genius, combines expertise in psychology with practical examples to show how anyone can improve dealmaking skills. In this excerpt, Malhotra and Bazerman describe what to do when the other party’s behavior does not make … [ Read more ]

Content: Article | Authors: Deepak Malhotra, Max H. Bazerman | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

A study suggests that subtly imitating mannerisms, gestures, etc., of the other partner during a face-to-face negotiation can lead to greater success for both parties.

Content: Article | Authors: Adam Galinsky, Elizabeth Mullen, William W. Maddux | Source: Academy of Management | Subject: Negotiation