Dear Negotiation Coach: When Buying Time is Costly

Time is a luxury in negotiations, a luxury that comes with a high price.

By PON Staff on April 6th, 2015

Article Excerpt

Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School professor Francesca Gino, explains why this may not be the case.

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IN THIS ISSUE

To "Get to Yes" with Others, First Negotiate with Yourself
In Business negotiations, our actions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book.
For Better Business Negotiations, Take the Long View
Prevent "short-termism" from harming your organization down the road.
The German Chancellor Seizes the Day, with Hesitation
Business negotiators have much to learn from Angela Merkel's cautious approach.
Dear Negotiation Coach: Should You Buy Time?
Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School professor Francesca Gino, explains why this may not be the case.

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