IN THIS ISSUE
- To “Get to Yes” with Others, First Negotiate with Yourself
In Business negotiations, our actions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book.
- For Better Business Negotiations, Take the Long View
Prevent “short-termism” from harming your organization down the road.
- The German Chancellor Seizes the Day, with Hesitation
Business negotiators have much to learn from Angela Merkel’s cautious approach.
- Dear Negotiation Coach: Should You Buy Time?
Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School professor Francesca Gino, explains why this may not be the case.
Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course, held September 15–17 in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.
Download the NEW Negotiation Briefings Special Report, “Real Leaders Negotiate: Understanding the Difference Between Leadership and Management,” by visiting www.pon.harvard.edu/free-reports