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investigative negotiation

The following items are tagged investigative negotiation:

Investigative Negotiation

Posted by & filed under Conflict Resolution.

Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School) Negotiations can hit a brick wall because one party wrongly assumes they understand the other side’s motivations and therefore don’t explore them further. In this article, the authors discuss five principles underlying … Read More