Whether you’re purchasing a new home or car, or negotiating a discount on an inventory purchase for your firm, the art of haggling enables negotiators to make a strong claim for their share of the pie. Here are six tips from the Negotiation Briefings newsletter to help you start becoming a better at haggling in … Read More
Dealmaking: Haggling and Exploring Interests in Negotiation
One common misconception of haggling is that it must focus only on a single issue: price.
Although price might be the most important issue at stake, you could sweeten the deal for both sides by discussing other issues, such as delivery, financing, and the possibility of repeat business.
You can open up such opportunities through direct questioning … Read More
Hong Kong Lawyer Benny Tai Inspired by Harvard Negotiation Project Authors
The Harvard Negotiation Project was recently mentioned in the Wall Street Journal by David Feith in his interview with Benny Tai, “China’s New Freedom Fighters.”
Benny Tai, a 49 year old lawyer who has been branded an “enemy of the state,” founded Occupy Central with Love and Peace, a group that promotes civil disobedience in order … Read More
In Conflict Resolution, Fairness Concerns Loom Large
On June 30, compensation expert Kenneth R. Feinberg unveiled a plan to give restitution to victims of accidents related to the fatal ignition flaw in 2.6 million General Motors vehicles. The plan—designed to be as generous as other compensation plans Feinberg has overseen, including payouts to victims of the 2013 Boston Marathon bombings—is part of … Read More
Negotiation research you can use: Message received: Smartphones and negotiation don’t mix
You’ve probably grown accustomed to seeing people not-so-discreetly checking messages on their smartphones or laptops during meetings. Maybe you’ve even been guilty of this yourself.
Paying more attention to a phone than to the person in front us is clearly rude in most situations. Could it also affect how well we negotiate? Researchers Aparna Krishnan and … Read More
In Career Dealmaking, Strike the Right Balance
Two stories emerged in the news this month that illustrate polar opposite attitudes toward negotiating salary and benefits in the workplace.
First, a New York Times profile revealed that Ira Glass, the creator and host of the popular radio show “This American Life,” is highly uncomfortable earning a high salary. In recent years, Glass earned … Read In Career Dealmaking, Strike the Right Balance
Reciprocation and Creating Value or Claiming Value Through Haggling
At this point, you have entered the realm of haggling: the dance of concessions that follows each party’s first offer. (In our TV negotiation, the $1,100 list price was the store’s first offer.)
For some, this is where the real fun begins; for others, it’s time of great anxiety. To manage your stress, keep your BATNA … Read More
Dealmaking Strategies: Haggling – When to Make the First Offer
After you discuss the pros and cons of your desired item, the salesperson might offer to give you a discount without any prompting. If not, open the negotiation yourself: “I can buy this TV online this weekend at a much lower price. Can we work together toward a more competitive deal?”
If the salesperson is willing … Read More
Dispute Resolution and Conflict Management: Conflicts Can Be Contagious
When you negotiate a dispute with a colleague in front of other teammates, there’s a chance these onlookers may become participants in the conflict, our research shows.
Suppose that during a meeting, you and another team member begin arguing about the best recommendation to give to a client.
An ally of yours jumps in to support … Read More
Master the Art and Science of Haggling for More Productive Business Negotiations
Just like the prices of houses, cars, and other big-ticket items, the prices of furniture, electronics, wine, jewelry, another “medium-ticket” goods are now frequently up for discussion. The ancient art of haggling—the back-and-forth dance of offers and concessions between buyer and seller—is making a comeback, and you would do well to brush up on your … Read More
Negotiation Skills: How “Close Calls” Can Hurt You
In the early 1990s, NASA managers and engineers were warned by an expert in risk
analysis that the heat-resistant tiles that protected space shuttles during reentry into Earth’s
atmosphere could be damaged by debris from the insulating foam on the shuttle’s’ fuel tanks.
During missions over the next 10 years, debris did, indeed, hit tiles, but the damage … Read More
At the Met, Conflict Management in a Minor Key
This spring, the Metropolitan Opera opened labor talks with the 16 unions representing its workers, whose contracts all expire at the end of July, the New York Times reports. Labor and management agree on one fundamental point—that the opera is struggling financially amid falling ticket sales, a depleted endowment, and growing expenses. Perhaps not surprisingly, … Read At the Met, Conflict Management in a Minor Key