Negotiation
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- 27 Jun 2005
- Research & Ideas
The Potential Downside of Win-Win
You and your negotiating partner may reach a wonderful agreement for both parties, but have you forgotten people who aren't at the bargaining table, such as your consumers? HBS Professor Max H. Bazerman reflects in this article from Negotiation. Closed for comment; 0 Comment(s) posted.
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
It damages your reputation, your company, and the deal if you make empty threats in negotiation. In this article from Negotiation, HBS professor Deepak Malhotra explains six steps for powerful follow-through. Closed for comment; 0 Comment(s) posted.
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
"When you map a negotiation backward, you envision your preferred outcome and think in reverse about how to get there," says Harvard Business School professor and negotiation specialist James K. Sebenius. From Negotiation. Closed for comment; 0 Comment(s) posted.
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
Think you negotiate fairly? Harvard Business School professor Michael Wheeler and colleague Carrie Menkel-Meadow have co-edited a new book, What’s Fair: Ethics for Negotiators. Here’s a Q&A. Closed for comment; 0 Comment(s) posted.
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
All negotiations involve risk. That’s why establishing trust at the bargaining table is crucial. Professor Deepak Malhotra presents strategies to build trustworthiness. From Negotiation. Closed for comment; 0 Comment(s) posted.
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
Negotiation is improvisational—demanding quick, informed responses and decisions. Professor Kathleen L. McGinn lays out the score in this article from Negotiation. Closed for comment; 0 Comment(s) posted.
- 08 Dec 2003
- Research & Ideas
Is That Really Your Best Offer?
In this article from Negotiation, HBS professor Michael Wheeler describes six "tells" of the bargaining table. Closed for comment; 0 Comment(s) posted.
How to Choose the Best Deal
Weighing different options can seem as difficult as comparing apples and oranges. The first step is to find the equalizer—then proceed from there, writes HBS professor Michael Wheeler in this article from Negotiation. Closed for comment; 0 Comment(s) posted.