Learn how to create value while still staking your position with, Win-Win or Hardball: Learn Top Strategies from Sports Contract Negotiations, a FREE special report from the Program on Negotiation at Harvard Law School.


negotiating and deal making

The following items are tagged negotiating and deal making:

Claiming Value in Negotiation: Do Extreme Requests Backfire?

Posted by Katie Shonk & filed under Dealmaking.

Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the well-known “foot in the door” technique, which is designed to get people to comply with a large request by securing their agreement to a smaller one first, and … Read More