How and When to Negotiate with an Adversary

By — on / Daily, Negotiation Skills

Robert Mnookin (Samuel Williston Professor of Law; Harvard Law School; Chair, Program on Negotiation at Harvard Law School; author of “Bargaining with the Devil”; co-author of “Beyond Winning”)

What factors determine whether you should negotiate? What things influence the bargaining process? Should you negotiate with your “enemy”? If so, how? In this piece, Robert Mnookin draws on history as well as private disputes in which he has served as mediator and arbitrator to address fundamental dilemmas in negotiation and the ethical issues that arise.

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