Program on Negotiation at Harvard Law School » Negotiation Skills Tips: Be a Relationship Negotiator

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Negotiation Skills Tips: Be a Relationship Negotiator

Posted By PON Staff On November 20, 2012 @ 4:34 pm In Negotiation Skills | No Comments

During talks, effective relationship negotiators focus on a variety of noncontractual issues, including:

Getting to know the other side well
Establishing a positive personal chemistry between the leadership of the companies involved
Understanding and respecting each other’s cultures, expectations, and goals
Putting mechanisms in place to foster communication after the contract is signed
Ensuring that the proposed deal is balanced and advantageous for both sides
Identifying and planning for potential obstacles to implementation

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