Everyday negotiation situations can pose some of the most difficult negotiating dilemmas.
At work and at home, we face everyday negotiation situations all the time. In the workplace, negotiations with coworkers over issues such as project assignments, departmental funding, and vacation requests can sometimes flare into conflicts. At home, we haggle with service providers on the cost of repairing a leaky roof or designing a new website for our business.
Unfortunately, people tend to view common everyday negotiation moments as a competition between parties fighting over the biggest piece of a “fixed pie.” Even when negotiators prefer the same outcome, they tend to believe that the other side’s interests are opposed to their own.
However, you should be able to find the same set of value-creation opportunities in disputes as you do in business deals. For example, try to capitalize on shared interests, or noncompetitive similarities.
Be aware, however, that in everyday negotiation situations where some amount of haggling is typically expected (imagine a long-term marketing contract), a buyer who drives a hard bargain on price could offend the service provider—and reduce their motivation and performance over the long run. For this reason, when it comes to examples of negotiation in everyday life, our negotiation skills and strategies should also include the ability to assess when not to negotiate.
When a dispute flares up and conflict resolution is required, the outcome can be sadly predictable: the conflict escalates, with each side blaming the other in increasingly strident terms. The dispute may end up in litigation, and the relationship may be forever damaged.
In 2014, prosecutors for the United States alleged that Jesse Litvak, a former bond trader for Jefferies & Co., of using a hardball strategy that included lies and deception to defraud investors of more than $2 million. At the trial in U.S. District Court in New Haven, Conn., prosecutors argued that Litvak defrauded investors by … Read
In our negotiations and beyond, all of us engage in behaviors that create value—as well as actions that destroy it. Ethical leadership requires us to become more aware of the harm we cause in the world, work to reduce it, and to encourage those we lead to do the same.
Consider the Sackler family, which owns … Read
Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or host an online event. In such everyday negotiation situations, when you receive a price quote, should you try to negotiate a better deal?
Conventional wisdom would answer with a resounding yes. Opening … Read
The fallout from Iceland’s financial crisis offers a case study in dealing with those who have suffered a significant blow to their self-esteem. In late 2008, Iceland teetered on the edge of bankruptcy following the collapse of its three largest banks. Since becoming independent of the government in 2002, the banks had pursued a strategy … Read
Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used.
One pitfall is that decision makers often overlook others’ viewpoints. When we do take others’ thinking into account, we tend to assume that they know as much as we do. For this reason, marketing experts are generally worse than non-expert consumers at predicting the beliefs, values, and tastes of consumers.
In the workplace, negotiations with coworkers over issues such as project assignments, departmental funding, and vacation requests can sometimes flare into conflicts. When they do, the experience can be stressful, and the organizational outcomes sometimes suffers as a result.
The Program on Negotiation at Harvard Law School is pleased to present:
Negotiating at Work: Turn Small Wins into Big Gains
Professor Emerita, Simmons College School of Management
Tuesday, November 17
Pound Hall 102
Harvard Law School Campus
Free and open to the public; refreshments will be served.
About the book:
Negotiation is undoubtedly essential to navigating the working world. Dr. … Read
Sometimes negotiators back themselves into a corner by taking a tough stance that brings talks to an impasse. In such cases, they are likely to view retreat as a sign of weakness – a surefire way of losing face. To move talks forward, you’ll need to help the other party make a graceful retreat, write … Read