Some of the common issues of negotiation experiences include anchors, ethical behavior, logistics, and difficulty finding common ground.
There are a surprising number of issues of negotiation agreement meetings. For example, many negotiators neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table.
Other issues of negotiation experiences seem clear-cut. Most of us imagine we would negotiate ethically in any situation. However, uncertainty increases the likelihood that we will be unethical, Roy J. Lewicki of Ohio State University and other researchers have noted. Uncertainty about the material facts in a negotiation can inspire unethical behavior, and many of us may unknowingly adjust our ethical standards based on the negotiation context.
Still, one of the most significant issues of negotiation is around personality differences. Openness, a measure of one’s imaginative thinking, broad-mindedness, and intellectual curiosity, is associated with higher gains for both parties in multi-issue negotiations. Negotiators who score high in openness are skilled at identifying solutions that benefit both themselves and their counterparts.
To what degree can you alter aspects of your personality, motives, and other traits to improve your negotiation results? It can be quite difficult for negotiators to change their natural tendencies, but with proper guidance, practice, and discipline, it often can be done.
Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table.
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You say you would never lie during a negotiation. Your ethical standards are solid—right? But imagine that after spending months looking for a new job, you’ve received an attractive offer to serve as the director of innovation for a growing start-up company.
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Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In one study, Washington University professor Hillary Anger Elfenbein and her colleagues found evidence that individual differences, including personality, accounted for an impressive 49% of the variance in negotiators’ … Read More
In December 2014, leaks of data hacked from Sony Pictures revealed pay inequities between men and women, both actors and studio executives. The revelations drew attention in Hollywood and beyond about the lingering salary gap between men and women. In particular, the news that American Hustle stars Jennifer Lawrence and Amy Adams were paid less … Read More
The Abraham Path Initiative
and the Program on Negotiation at Harvard Law School are pleased to present:
Negotiating the Path of Abraham:
The Flip Side of the Middle East
Co-author of “Getting to Yes” and co-founder of Harvard’s Program on Negotiation
Dave Cornthwaite, Leon McCarron, Hannah Messerli,
James Sebenius, and José Filipe Torres
Saturday October 10
Milstein East B, Wasserstein Hall
Harvard Law School Campus
Free … Read More
Help your agreement go the distance If your deal doesn’t work in the real world, it’s not worth the paper it’s printed on. Here’s expert advice on increasing the odds of successful implementation.
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In past issues of Negotiation, we’ve reviewed the anchoring effect – the tendency for negotiators to be overly influenced by the other side’s opening bid, however arbitrary. When your opponent makes an inappropriate bid on your house, you’re nonetheless likely to begin searching for data that confirms the anchor’s viability. This testing is likely to … Read The Enduring Power of Anchors
The Program on Negotiation at Harvard Law School
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