Program on Negotiation at Harvard Law School » Negotiation Skills: Value-Creation Resources

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Negotiation Skills: Value-Creation Resources

Posted By Keith Lutz On May 13, 2013 @ 1:28 pm In Negotiation Skills | No Comments

By following these steps in your next negotiation, you’ll improve the chances of meeting everyone’s interests.

1. Finding More Value at the Bargaining Table ^[1]

Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched

2. Why First Impressions Matter ^[2]

When talks begin remember that getting down to business too quickly can stand in the way of building trust.

3. Squeeze That Orange ^[3]

Emphasize to your counterpart the importance of separating “inventing” from “deciding,” as Fisher, Ury ^[4], and Patton ^[5] suggest in Getting to Yes ^[6].

4. Bringing Outsiders to the Negotiating Table ^[7]

Don’t worry about adding complexity. Bringing in new issues, options, and parties to the negotiation is likely to create value.

5. The Power of Deadlines ^[8]

Avoid artificial deadlines, though it can be helpful to decide when it’s time to concentrate on the packages you’ve identified.

Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a FREE copy of Improve Your Negotiation Skills: Negotiation Training from the Pros ^[9].

Related Article: We Have a Deal, Now What Do We Do ^[10]

Article printed from Program on Negotiation at Harvard Law School: http://www.pon.harvard.edu

URL to article: http://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-skills-value-creation-resources/

URLs in this post:

[1] Finding More Value at the Bargaining Table: https://www.pon.harvard.edu/daily/negotiation-skills-daily/find-more-value-at-the-bargaining-table/

[2] Why First Impressions Matter: https://www.pon.harvard.edu/daily/negotiation-skills-daily/why-first-impressions-matter/

[3] Squeeze That Orange: https://www.pon.harvard.edu/daily/business-negotiations/squeeze-that-orange/

[4] Ury: https://www.pon.harvard.edu/faculty/william-ury/

[5] Patton: https://www.pon.harvard.edu/faculty/bruce-patton/

[6] Getting to Yes: https://www.pon.harvard.edu/shop/getting-to-yes-negotiating-agreement-without-giving-in/

[7] Bringing Outsiders to the Negotiating Table: https://www.pon.harvard.edu/daily/business-negotiations/bringing-outsiders-to-the-negotiating-table/

[8] The Power of Deadlines: http://www.pon.harvard.edu/daily/crisis-negotiations/the-power-of-deadlines/

[9] download a FREE copy of Improve Your Negotiation Skills: Negotiation Training from the Pros: http://www.pon.harvard.edu/freemium/improve-your-negotiation-skills-negotiation-training-from-the-pros/

[10] We Have a Deal, Now What Do We Do: https://www.pon.harvard.edu/daily/negotiation-skills-daily/we-have-a-deal-now-what-do-we-do-three-negotiation-tips-on-implementing-your-negotiated-agreement/

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