84 Posts Found

Yes you can look at your counterpart across the negotiating table and infer “when to hold them and when to fold them.” But negotiating successfully very much involves what you also do away from the table. These co-authors, widely experienced in international business negotiation, describe the importance of a Best Alternative To Negotiated Agreement, (BATNA), and a critical tactic that every successful negotiator must understand … [ Read more ]

Content: Article | Authors: David A. Lax, James K. Sebenius | Source: Ivey Business Journal | Subject: Negotiation

Jeswald W. Salacuse has found that ten particular elements consistently arise to complicate intercultural negotiations. These “top ten” elements of negotiating behavior constitute a basic framework for identifying cultural differences that may arise during the negotiation process. Applying this framework in your international business negotiations may enable you to understand your counterpart better and to anticipate possible misunderstandings. This article discusses this framework and how … [ Read more ]

Content: Article | Author: Jeswald W. Salacuse | Source: Ivey Business Journal | Subject: Negotiation

When we approach negotiations by tactically reacting to customers’ requests, by merely giving in because they ask us to do so, seemingly disparate transactions have the effect of “rolling upward” and defining our negotiation strategy. We teach the marketplace, our customers and our competitors, who we are based on the deals we do. By rolling over in negotiations, we run into several problems:
1. Customers … [ Read more ]

Content: Quotation | Source: Think! Inc. | Subjects: Marketing / Sales, Negotiation

A meaningful role for negotiation vanishes the closer the situation becomes to costless dominance or a perfect market. By contrast, the negotiation potential increases (1) the less chance there is that any given player can fully achieve its objectives at no cost by unilateral action or (2) the less perfect the market, meaning smaller numbers and different kinds of buyers and sellers, more avenues for … [ Read more ]

Content: Quotation | Source: Ivey Business Journal | Subject: Negotiation

Do you know how to find strength in numbers? The secret, according to this article, is to agree on the substance of the negotiation, then identify, leverage, and smoothly coordinate each team member’s unique abilities.

Content: Article | Author: Elizabeth A. Mannix | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

It damages your reputation, your company, and the deal if you make empty threats in negotiation. In this article, HBS professor Deepak Malhotra explains six steps for powerful follow-through.

Content: Article | Author: Deepak Malhotra | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Negotiation, Personal Development

The decision as to whether or not to make the first offer or demand in a negotiation needs to be a strategic choice rather than a default. The first offer can have a significant effect on the final outcome.

Editor’s Note: includes a negotiation exercise for use in a classroom or business training class

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

The most successful negotiators, those whose track record enables them to be called Master Negotiators, have seven specific strategies. They are:
* Build the future with creative solutions.
* Come to the table incredibly well-prepared.
* Create and claim maximum value.
* Understand negotiating style.
* Master the negotiation process.
* Build strategic alliances.
* Become a life-long learner.
* Build the future with creative … [ Read more ]

Content: Article | Author: Brad McRae | Source: TheWorkingManager.com | Subject: Negotiation

How can you make someone be reasonable? Lawrence Susskind, professor and professional negotiator, tells how to deal with the most difficult breed: the apparently irrational negotiation partner.

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

Many women who think they aren’t good negotiators simply have never been taught how. Here are four typical mistakes women make when negotiating and how to correct them, so you can get what you want in business and in your personal life.

Content: Article | Authors: Jessica Miller, Lee E. Miller | Source: CareerJournal (WSJ) | Subjects: Negotiation, Women in Business

You can use deadlines to your strategic advantage in negotiations-but so can your opponent. Here’s how to make the most of time pressure. From Negotiation.

Editor’s Note: I found the arguments made in this article quite unconvincing…what do you think?

Content: Article | Author: Don A. Moore | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

In an article from Negotiation, expert Deborah M. Kolb offers tips for deflecting the other side’s power grab.

Content: Article | Author: Deborah M. Kolb | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

Negotiation is improvisational-demanding quick, informed responses and decisions. Professor Kathleen L. McGinn lays out the score in this article from Negotiation.

Editor’s Note: offers an interesting look at six basic forms of interaction: haggling, fighting, working together, opening up, building a relationship, and complex processing.

Content: Article | Author: Kathleen L. McGinn | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

When U.S. and Chinese businesspeople sit at the negotiating table, frustration is often the result. This Harvard Business Review excerpt summarizes the historical and cultural disconnects.

Content: Article | Authors: John L. Graham, N. Mark Lam | Source: Harvard Business School (HBS) Working Knowledge | Subjects: International – China, Negotiation

When negotiating compensation, women often sell themselves short. Some practical advice on claiming the power to lead in this interview with HBS professor Kathleen L. McGinn and Harvard’s Hannah Riley Bowles.

Content: Article | Author: Martha Lagace | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Negotiation, Women in Business

Jim Camp’s thinking is that in any conversation, it’s the listener who has the power. “People have a weakness for talking,” he writes, and questions should “invite the adversary to indulge this weakness.”

Content: Quotation | Source: Inc. Magazine | Subjects: Negotiation, Personality / Behavior

A deal can unravel quickly if it doesn’t embody the mutual understanding-the social contract-behind the words on paper. The risk factors surrounding negotiation are detailed in this Harvard Business Review excerpt, co-authored by HBS professor James K. Sebenius.

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

Getting to yes is easy: all you have to do is roll over. It’s getting what you want that’s hard.

Content: Quotation | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation

Leigh Steinberg, the most powerful agent in sports, tells free agents in the business world how to negotiate great deals – and how to deal with their fear of negotiation.

Content: Article | Author: Alan M. Webber | Source: Fast Company | Subject: Negotiation

Want to win your next negotiation? Role-playing, that much-maligned management technique, could actually do the trick.

Content: Article | Author: Dylan Tweney | Source: Business 2.0 | Subject: Negotiation