Leadership
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- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
How does a master negotiator negotiate? HBS Professor James Sebenius, founder of the school's Negotiation Unit, frames options in such a way that "what you choose in your perceived interest is, in fact, what I want." How does he accomplish this? Through what he calls "three-dimensional negotiation:" persuasion at the bargaining table; delving into the deeper interests that underlie the parties' positions; and a studied determination of whether to take the deal on the table or to walk away. Closed for comment; 0 Comments.
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What’s Next & So What? Leading in the 21st Century
Efficient, restructured, and reengineered organizations may have been good enough to succeed in the 20th century, say John Kotter and Gary Hamel, but organizations that want to compete in the next century need to develop the leadership and innovation to change the marketplace. Closed for comment; 0 Comments.