84 Posts Found

A businessman often convinces himself that he is completely logical in his behavior when in fact the critical factor is his emotional bias compared to the emotional bias of his opposition. Unfortunately, some businessmen and students take the attitude that competition is some kind of impersonal, objective, colorless affair.

Editor’s Note: written in 1968…

Content: Article | Author: Bruce D. Henderson | Source: Boston Consulting Group (BCG) | Subjects: Management, Negotiation

As business becomes increasingly global and large numbers of international mergers and acquisitions continue to take place, you may soon find yourself having to negotiate with people from cultures very different from your own.

Content: Article | Source: BNET | Subject: Negotiation

The right strategy and preparation are important elements in successful negotiation, but unless we use the right verbal and nonverbal communication we may never get what we want. Knowing the rules that that can set the tone or “code” of a negotiation, and how we can successfully switch that code, is vitally important. Without that knowledge, this author points out, we may never get what … [ Read more ]

Content: Article | Author: William A. Donohue | Source: Ivey Business Journal | Subject: Negotiation

Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we’re uncomfortable with it, yet we feel cheated when we don’t get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to … [ Read more ]

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

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher’s bestseller (he co-authored Getting to YES) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation. Identifying five core concerns that stimulate emotion-appreciation, affiliation, autonomy, status and role-the authors explain how to control and leverage your own and others’ emotions for better end-results. They enliven … [ Read more ]

Content: Book | Authors: Daniel Shapiro, Roger Fisher | Subject: Negotiation

Based on Professor G. Richard Shell’s executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world’s leading business strategists, and the latest insights from negotiation research. Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication … [ Read more ]

Content: Book | Author: G. Richard Shell | Subject: Negotiation

I count 21 not 27 “principles” in this article and not all are really principles. Nothing leading-edge but a useful and short collection to use as a checklist or reminder in negotiations.

Content: Article | Source: MeetingsNet /RCM Staff Report | Subject: Negotiation

Interpersonal Deception Theory (“IDT”) attempts to explain the manner in which individuals while engaged in face-to-face communication deal with, on the conscious and subconscious levels, actual or perceived deception. IDT proposes that the majority of individuals overestimate their ability to detect deception. This paper examines the theory and offers 10 suggestions for dealing with deception in negotiations.

Content: Article | Author: James Hearn | Source: Mediate.com | Subjects: Negotiation, Organizational Behavior

At the heart of even the most mutually beneficial negotiation, there is always a haggle between two conflicting positions. A creative solution can clear a stalemate and produce agreement, but not by eliminating or resolving the conflict; rather, by suggesting new, acceptable concessions that make the conflict less intense. Making this happen is the art of negotiation.

Content: Quotation | Source: strategy+business | Subject: Negotiation

To get what you want in life requires constant negotiation. Discover the Six Laws of Negotiation and how to communicate persuasively.

Content: Article | Author: Edrie Greer, Ph.D. | Source: Global Knowledge Network | Subject: Negotiation

“Negotiation is increasingly a way of life for effective managers,” say HBS professor James Sebenius and colleague David Lax. Their new book, 3-D Negotiation, describes how you can shape important deals through tactics, deal design, and set-up, and why three dimensions are more powerful than one. Here’s a Q&A and book excerpt.

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

Following the adoption of a collective bargaining agreement in 2005, National Hockey League GMs had one month to absorb the new rules and put a team together. How to best negotiate in an uncertain environment? Michael Wheeler advises looking to military science for winning strategies.

Content: Article | Author: Michael Wheeler | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Negotiation, Strategy

Most of us trust our intuition more than we should, especially when the pressure is on in negotiations. Professors Max Bazerman and Deepak Malhotra on negotiating more rationally. From Negotiation. Key concepts include:
* Too much trust in intuition can lead to irrational decisions.
* Employ “System 2” thinking to apply logic even in times of stress and indecision.
* In negotiations, schedule more time … [ Read more ]

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

Stuck in a “win-win versus win-lose” debate, most negotiation books focus on face-to-face tactics. Yet table tactics are only the “first dimension” of Lax and Sebenius’s path breakingtion™ approach, developed from their decades of doing deals and analyzing great dealmakers. Their “second dimension”-deal design-systematically unlocks economic and non-economic value by creatively structuring agreements.

But what sets the 3-D approach apart is its “third dimension”: setup. Before … [ Read more ]

Content: Book | Authors: David A. Lax, James K. Sebenius | Subject: Negotiation

Negotiation plays an important role in effecting a successful sales process. It helps in achieving the sales objectives without making the other party concede too much. In other words, effective negotiation helps in developing a ‘win-win’ situation for the buyer and the seller. The paper outlines six steps for effective utilization of negotiation in a successful sales process. [BNET Annotation]

Content: Article | Author: Bob Gibson | Source: Negotiation Resources | Subject: Negotiation

Every individual has a prominent negotiating style. Being able to determine theirs and knowing up-front what to expect can produce dramatic results. Most business people will fall into one of four categories: competitor, collaborator, compromiser or pleaser.

Content: Article | Author: Bob Gibson | Source: Negotiation Resources | Subject: Negotiation

“Concessions are often necessary in negotiation” says HBS professor Deepak Malhotra. “But they often go unappreciated and unreciprocated.” Here he explains four strategies for building good will and reciprocity.

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

Gender is not a good predictor of negotiation performance, but ambiguous situations can trigger different behaviors by men and women. Here is how to neutralize the differences and reduce inequities.

Content: Article | Authors: Dina W. Pradel, Hannah Riley Bowles, Kathleen L. McGinn | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Negotiation, Women in Business

Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. “Improving your negotiation skills,” write the co-authors of this article, “is a long journey that involves constant reflection, awareness, and openness to feedback.” In the article, a valuable and extremely useful primer for negotiators, they describe and outline the preparation, value-claiming and value-creating strategies that are the foundation of any … [ Read more ]

Content: Article | Authors: Geoffrey J. Leonardelli, Leigh Thompson | Source: Ivey Business Journal | Subjects: MBA Related, Negotiation

This paper examines the effect trust and respect has on the strategies used to negotiate, as well as the outcomes of that negotiation. The authors define trust as “the willingness to be vulnerable to another person in the absence of monitoring or the belief that a person does not intend to deceive or harm the trusting person.” Respect is “the value one is shown in … [ Read more ]

Content: Article | Authors: Laurie R. Weingart, Matthew A. Cronin | Source: Social Science Research Network (SSRN) | Subject: Negotiation