Adapted from “When You Assume Too Much,” first published in the Negotiation newsletter.
Decision makers often overlook others’ viewpoints. When we do take others’ thinking into account, we tend to assume that they know as much as we do. For this reason, marketing experts are generally worse than nonexpert consumers at predicting the beliefs, values, and … Read More
you assume too much
The following items are tagged you assume too much:
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NOVEMBER 2022 HARVARD NEGOTIATION MASTER CLASS
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- Make the Most of Online Negotiations
- Managing Multiparty Negotiations
- Getting the Deal Done
- Salary Negotiations
- Overcoming Cultural Barriers in Negotiation
- Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator
Teaching Negotiation Resource Center
Preparing for Negotiation
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.
Articles & Insights
BATNA
Business Negotiations
Conflict Resolution
Crisis Negotiations
Dealing with Difficult People
- Negotiating with the Enemy
- How to Handle Difficult Customers
- Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
- Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
- Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
Dealmaking
Dispute Resolution
International Negotiation
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
- International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
- Famous Negotiators: Angela Merkel and Vladimir Putin
- Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
Leadership Skills
Mediation
- When Lose-Lose is the Best Alternative to a Negotiated Agreement (BATNA)
- What Makes a Good Mediator?
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- Dear Negotiation Coach: Can External Advisers Hinder a Problem Solving Approach?
- Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
Negotiation Skills
- Dear Negotiation Coach: Is There a Negotiating Strategy That Will Make Ideas Resonate?
- Building Coalitions: Apple and the Art of Persuasion
- Negotiation Research Examines Ethics in Negotiating
- Dear Negotiation Coach: Moving From “Should” to “Could” in Difficult Ethical Situations
- 5 Common Negotiation Mistakes and How You Can Avoid Them
Negotiation Training
- Best Negotiation Books: A Negotiation Reading List
- Use a Negotiation Preparation Worksheet for Continuous Improvement
- The Importance of a Relationship in Negotiation
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- 10 Negotiation Training Skills Every Organization Needs
Salary Negotiations
Teaching Negotiation
- Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
- Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
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- Teaching Critical Leadership Skills
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Win-Win Negotiations