Here are four pieces of advice that current negotiation research offers to reduce your overconfidence.
negotiation tips
The following items are tagged negotiation tips.
Team Building, One Player at a Time
In late October, the Detroit Tigers were preparing to face off against the San Francisco Giants in Major League Baseball’s World Series. In 2002 and 2003, the Tigers had two of the worst seasons in baseball history, losing a combined 225 games. But through years of calculated decision making and negotiations, team president Dave Dombrowski and his staff rebuilt the team from the ground up, writes Noah Trister of the Associated Press. The Tigers have reached the World Series for the second time in seven seasons and, at the time of this writing, are favored to beat the Giants.
Negotiation Skills Tips: Be a Relationship Negotiator
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
How Not to Deal with Regulators
A major grocery chain wanted to build a new superstore on a 10-acre parcel in a suburban town that lacked any sort of food store. Using the design of one of its most financially successful stores as a template, and without consulting local planning or public safety departments, the company filed a completed application with the town seeking a special permit and site-plan approval to build a 65,000-square-foot supermarket with almost 300 parking spaces, a pharmacy, and a bank.
Measuring the Cost of Betrayal Aversion
Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They conducted experiments in which they compared people’s willingness to take risks in two decision situations. The first situation is a lottery whose outcome is based on chance. Participants must choose between:
Managing Internal Conflict: Russia’s Bid to Join the WTO
In June 1993, a little over a year after the fall of communist rule in Russia, President Boris Yeltsin submitted an application for Russia to join the General Agreement on Tariffs and Trade (GATT), the precursor to the World Trade Organization (WTO). Eighteen years later, in November 2011, Russia finally was voted into the WTO, which administers international trade rules among its members. This past August, the nation officially became a member of the organization.
When Time Isn’t Money
Due to deeply ingrained gender stereotypes, women may find it easier to negotiate their time instead of their financial compensation.
Consider that men and women are likely to rely on gender-stereotypic arguments to support their demands in negotiation. For women, the gender-stereotypic notion of being caregivers is readily available and likely to be well received. By contrast, men, who generally are expected to be the primary family breadwinner, have less difficulty negotiating financial issues than women do.
Penguin Sues Its Own Writers: When Business Negotiations Become Bad PR
In this business world, it’s typically smart practice to keep disputes with key partners private, at least until doing so becomes unfeasible for financial or other reasons. That’s why the book publisher Penguin’s decision to file lawsuits against 12 of its authors for breach of contract is being widely judged as a public relations misstep.
Setting and Articulating the Goal: Great Negotiator Charlene Barshefsky Shares Her Negotiation Strategy with HLS Students
Great Negotiator Award winner and former United States trade representative (1997-2001) to Japan and China, Ambassador Charlene Barshefsky visited Harvard Law School to speak with students in HLS Clinical Professor Robert Bordone’s Advanced Negotiations Workshop course on October 3.
In Dispute Resolution, Try Going to the Top
When two parties are attempting to resolve a contentious dispute, the most effective peacemakers may be those at the highest levels. That’s the lesson from recent productive talks between President Obama and Afghan leader Hamid Karzai on the issue of rules for detaining terrorism suspects.
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