At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read More
Discover how to collaborate, negotiate, and bargain with even the most combative opponents with, Dealing with Difficult People, a FREE special report from the Program on Negotiation at Harvard Law School.
relationship in negotiation
The following items are tagged relationship in negotiation:
How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School. … Read More
Here are some concrete guidelines for fostering a strong relationship between deal making partners, drawn from The Global Negotiator: Making, Managing, and Mending Deals Around the World in the 21st Century, by Tufts University professor Jeswald W. Salacuse: … Read More
Adapted from “What Negotiators Can Learn from Improv Comedy,” by Lakshmi Balachandra (lecturer, MIT Sloan School of Management) and Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter. You’re onstage without a script, relying on your mind and wits to come up with lines and actions that advance the game. Should you trust … Read More