Dear Negotiation Coach: Dealing with the devil you know

By on

Article Excerpt

Q: I own a venture-financed high-tech firm. We are facing a serious conflict with one of our partners, a much larger Swiss company that distributes, in Europe, a product based on our patented technology. Our five-year license agreement gives us a flat royalty rate of 20% of its sales and gives the Swiss company exclusive

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE
WHAT’S NEW

Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit www.executive.pon.harvard.edu to find out more about “Negotiation and Leadership: Dealing with Difficult People and Problems” and our one-day Author Sessions, including “The Odd Couple: Capturing the Power of Reason and Emotions in Your Negotiations.”

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

When the table gets too crowded

Dealing with an uninformed counterpart