For Better Business Negotiations, Take the Long View

Prevent

By PON Staff on April 6th, 2015

Article Excerpt

In August 2012, Michael Dell, the founder and CEO of computer company Dell, embarked on the long, winding odyssey of taking the company private. At the time, Dell was struggling to maintain a foothold in the market for personal computers amid the rise of tablets and other handheld devices. Michael Dell maintained that to ensure

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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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