You’ve mastered the basics of good negotiation techniques: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of the bargaining range, and search for wise tradeoffs across issues to create value. Now, it’s time to absorb five lesser-known but similarly effective negotiation topics and techniques that … Read 5 Good Negotiation Techniques
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An approach to negotiation that sees it as combat; the tougher and more aggressive negotiator wins, and the more conciliatory one loses. The adversarial approach lends itself to competition between negotiators.
The following items are tagged adversarial negotiation:
In this edition of Dear Negotiation Coach, Harvard Business School professor Max H. Bazerman describes how online negotiation could increase efficiency and trust in many realms. In-person negotiations can offer advantages over electronic negotiations—for example, in terms of rapport building and value creation. But what advantages might online negotiation have over face-to-face negotiation? Max H. Bazerman: Online … Read More