The Difficulty of Achieving a Win-Win Negotiation Outcome
In a negotiation, it may help to signal to your counterpart your willingness to engage in bargaining aimed at creating a win-win outcome for both parties. … Learn More About This Program
PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
Win-win negotiations are those negotiations in which each party walks away from the bargaining table having achieved its goals within the confines of an integrative, or value-creating, bargaining process rather than through a haggling, or distributive, bargaining process. Win-win negotiation is a principle feature of integrative bargaining and is promoted by the Program on Negotiation throughout its literature and research. Win-win strategies are all about increasing your opponent’s satisfaction even as you achieve the outcome you desire.
Using these strategies can also be a powerful tool of persuasion when faced with tall odds or powerful opponents. Examples of win-win negotiations are delivered throughout the Program on Negotiation site, from Mayor Michael Bloomberg versus the New York teachers’ union, to an end to the NHL lockout, to the use of win-win strategies in the intractable Middle East, to Disney Corp.’s purchase of Lucasfilm.
Some examples of win-win strategies:
The Program on Negotiation also discusses tactics such as:
In a negotiation, it may help to signal to your counterpart your willingness to engage in bargaining aimed at creating a win-win outcome for both parties. … Learn More About This Program
When negotiators come together after a period of mutual mistrust, it can be difficult for each side to reconcile their grievances with the other. Here are some strategies that others have used to bring bargaining counterparts together even after a long, contentious period of silence. … Learn More About This Program
This negotiation case study demonstrates the power of coalitions to achieve objectives at the bargaining table. How can negotiators cooperate with bargaining counterparts to create value for both sides? Here is the strategy used by Wyoming ranchers to achieve just that. … Learn More About This Program
Some of our toughest negotiations happen away from the bargaining table. In fact, they may happen closer to our dinner table. We recently received a question from a reader about negotiation with kids, and asked Program on Negotiation’s Katie Shonk for some insight.
Q: I avoid using hardball tactics in my professional negotiations since they often … Learn More About This Program
If a pet project of yours is facing an up-or-down vote, negotiation can be a powerful tool to help sway the outcome in your favor. One example was New York governor Andrew M. Cuomo’s successful campaign to legalize same-sex marriage in the state, as described by Michael Barbaro in the New York Times. … Learn More About This Program
When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she said in a recent interview in Parade magazine. … Learn More About This Program
The following question was asked of Andrew Wasynczuk, MBA Class of 1953 and Senior Lecturer of Business Administration Harvard Business School in the Negotiation Briefings monthly “Ask the Negotiation Coach” column:
I run a midsized retail sports-apparel chain located in the southwestern United States. I’ve been searching for a seasoned executive to lead new store expansion … Learn More About This Program
It seemed to be a match made in Internet heaven. In late 2010, Google made a $6 billion bid for Groupon, the Chicagobased company that emails daily coupon deals for local goods and services to consumers around the world. (If enough people sign up, the daily deal “tips,” meaning the coupons are issued; otherwise, the … Learn More About This Program
Negotiators seeking to break through the mythical fixed-pie mindset can try the following three proven strategies, suggested by Max Bazerman for finding mutually beneficial tradeoffs. … Learn More About This Program
National governments across the globe face the challenge of securing enough doses of a safe, effective coronavirus vaccine when one or more become available. Many wealthier nations are taking a competitive approach to this negotiation challenge, jostling with each other to tie up deals with pharmaceutical companies for the most promising vaccine candidates. A coordinated … Learn More About This Program
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