PON Executive Committee member Jeswald Salacuse published a column in the Winter 2011 issue of Tufts Magazine.
“Opening Moves: They Can Make or Break Any Deal” suggests that how a negotiation ends can be directly affected by how the negotiation begins.
Before entering a negotiation, he suggests you consider these three factors: 1) Your options; 2) The likely reaction of your counterpart; 3) Intended or unintended messages.
To read Professor Salacuse’s full article, click here.
Professor Salacuse will be teaching a one-day course titled “Negotiating Better International Deals” on June 23rd. To learn more about the course, click here.