Breakthrough Negotiation: Don’t Leave It On the Table
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. … [ Read more ]
Content: Article | Author: Michael Watkins | Source: Harvard Business School (HBS) Working Knowledge | Subject: Negotiation
Getting the Other Side to Say Yes
Roger Fisher, renowned gray eminence of negotiation and co-author of the classic book Getting to Yes, says the prescription for negotiations applies to corporate mergers as well as international diplomacy.
Content: Article | Source: CFO Publishing | Subject: Negotiation
How Deception, Reputation and E-mail Can Affect Your Negotiating Strategy
How widespread is deception in negotiation and how can you detect it? What are the pros and cons of using e-mail during the negotiating process? How does a good, or bad, reputation influence the outcome of a negotiation? This article gives an overview of three chapters in a new book entitled “Wharton on Making Decisions.”
Content: Article | Source: Knowledge@Wharton | Subject: Negotiation
Negotiation 101 / 201
Public-policy negotiator Susan Podziba, a teacher and a mediator-for-hire offers this two-part article on negotiation skills. Part I, gives nine tenets for negotiating success. Part II follows up with some thoughts on refining your skills.
Content: Article | Authors: Cecilia Rothenberger, Susan Podziba | Source: Fast Company | Subject: Negotiation