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Dealing with the ‘Irrational’ Negotiator
Posted By PON Staff On February 25, 2011 @ 10:00 am In Conflict Resolution,Daily | No Comments
Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)
You don’t have to let a recalcitrant negotiator derail your progress. In this article, the authors describe strategies and tactics to overcome another party’s counterproductive behavior and keep the deal on track.
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Article printed from Program on Negotiation at Harvard Law School: http://www.pon.harvard.edu
URL to article: http://www.pon.harvard.edu/daily/conflict-resolution/dealing-with-the-irrational-negotiator/
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[1] Read More: http://hbswk.hbs.edu/item/5721.html
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