Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


adversarial negotiation

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.

(Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 169)

The following items are tagged adversarial negotiation

Daily

5 Good Negotiation Techniques

Posted by & filed under Negotiation Skills.

negotiation techniques

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 More 

Daily

Ask A Negotiation Expert: The Promise of Web-Based Negotiation

Posted by & filed under Negotiation Skills.

In this new monthly feature, we ask experts from the Program on Negotiation to share their latest ideas and insights on negotiation. This month, Harvard Business School professor Max H. Bazerman describes how web-based negotiations could increase efficiency and trust in many realms. Negotiation Briefings: In-person negotiations can offer advantages over electronic negotiations—for example, in terms … Read More