What is negotiation? In her book The Mind and Heart of the Negotiator, Northwestern University professor Leigh Thompson defines negotiation as “an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.” This definition stresses the interdependence that’s fundamental to any negotiation. Narrowing in on this definition, when preparing to negotiate, business professionals often wonder … Read More
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.
The following items are tagged negotiating strategy:
The companion volume to Getting to Yes — an essential, easy-to-use workbook on effective negotiating. Getting Ready to Negotiate
The first workbook to illustrate the process described in the extraordinary bestseller, Getting to Yes.
Designed to help the beginner as well as the seasoned pro prepare for every type of negotiation.
Use the book as a refresher course on … Read More
Even with a common language and the best of intentions, business negotiators from different cultures face special challenges. Try these solutions for avoiding intercultural barriers when preparing for negotiation between two companies from different cultures: … Read More
Anita Ramasastry and Erin Monaghan Two-party negotiation between attorneys for a male executive and a recently terminated female employee regarding allegations of sexual harassment and gender discrimination … Read More
Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying in to meet with you. Do you expect your German counterpart to behave differently than the Americans you typically deal … Read More
Multiparty negotiations can be incredibly challenging. Just ask the negotiators from over 170 countries who managed to reach agreement on October 15 on a legally binding accord to combat climate change. … Read More
Negotiators are more satisfied with the outcome of a negotiation when they think the process has been fair, research shows. To maximize satisfaction and build a strong working relationship, don’t leave the process of business negotiation up to chance. Given the importance of negotiation in business communication, you’d be wise to consider the following seven … Read More
When considering how to negotiate a higher salary, job candidates often focus on back-and-forth haggling strategies. But it’s at least as important to think about our broader goals, the type of organization we’d be joining, and the best way to frame an offer. The following advice on how to bargain salary should set you up … Read More
As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as less pay, unequal treatment, and sexual harassment—is often a source of conflict. With the resources available through the Teaching Negotiation Resource Center (TNRC), professionals can learn how to … Read More
A European Union summit held in late October 2013 failed to make headway toward more coordination of economic policies. Facing resistance from Germany in particular, European officials grew pessimistic regarding their odds of negotiating a deal over the next year to lay the foundation for a banking union for the 17 nations that use the … Read More
Successes & messes In recent decades, Apple often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, and disrupting their longstanding business models. In the early 2000s, for example, the company’s cofounder, Steve Jobs, pressured music labels into replacing their model of selling $15 CDs with the practice of … Read More
Sometimes in negotiation, we bargain less as the equal of our counterpart than as a supplicant, hands outstretched in the hope that the other party will help us stay afloat. Negotiating as the weaker party requires a special set of skills as we strive to advocate for our needs without irritating the other party into … Read More
The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history. Having learned that the Soviet Union had deployed ballistic missiles to Cuba, the United States orchestrated a military naval blockade to prevent the Soviets from delivering more missiles to its strategic partner. Over the course … Read More
Framing in negotiation, and the negotiating skills and negotiation tactics that go behind effective bargaining, can help not only achieve a negotiator’s goals at the bargaining table, but also can anticipate the fallout or kickback received from parties away from the negotiation table. President Obama’s tax-cut negotiations with Senate Republicans in late 2010 offer cautionary … Read More
When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. secretary of state Madeleine Albright advises close observation and perspective taking. At a recent event on the Harvard University campus, former U.S. secretary of state Madeleine … Read More
First adapted from “Do You Stretch the Truth?,” first published in the September 2012 issue of Negotiation. Tell the truth: Have you lied to a salesclerk or service provider lately? Maybe you blamed a restaurant for messing up your reservation, though you suspect you probably provided the wrong date over the phone. Or, after missing a deadline to return … Read More