Negotiation

“Yes” to the Person, “No” to the Task : Asserting Yourself While Maintaining Relationships.

By |2017|

The word “negotiation” conjures up images of high-pressure situations, where people have a lot to lose if they get things wrong.

In fact, you probably negotiate several times each day. You do it at home and at work for all sorts of things, from deciding what to make for dinner, to […]

Importance Of Pre Work In Negotiations

By |2015|

Countless books and articles offer advice that can help deal makers avoid missteps at the bargaining table. But some of the costliest mistakes take place before negotiators even sit down to discuss the substance of the deal. That’s because people fall prey to a seemingly reasonable—but ultimately faulty—assumption about deal […]

How To Handle Cross Cultural Negotiations

By |2015|

Tim Carr, an American working for a defense company based in the midwestern United States, was about to enter a sensitive bargaining session with a high-level Saudi Arabian customer, but he wasn’t particularly concerned. Carr was an experienced negotiator and was well-trained in basic principles: Separate the people from the […]

How Do You Grade Out as a Negotiator?

By |2015|

Most negotiation training focuses on what happens before and during the talks. Michael Wheeler’s new app helps users improve their skills after the deal is completed.

We all know the feeling. After a hard negotiation we make the deal, put down the money, and feel excitement and relief that the bargaining […]

Why Haggling Is Important In Negotiation

By |2015|

When teaching negotiation skills, many educators now focus almost exclusively on an interest-based approach in which both parties openly collaborate to find a mutually satisfying solution. Michael Wheeler argues that it’s important for students to realize that there’s also a time and place for old-school haggling.

Let’s say a successful businessman […]

How To Spot A Liar

By |2015|

Key linguistic cues can help reveal dishonesty during business negotiations, whether it’s a flat-out lie or a deliberate omission of key information, according to research by Lyn M. Van Swol, Michael T. Braun, and Deepak Malhotra.

Want to know if someone’s lying to you? Telltale signs may include running of the […]

Role of Emotions In Negotiations

By |2015|

HBS Senior Lecturer Andy Wasynczuk, a former negotiator for the New England Patriots, explores the sometimes intense role that emotions can play in negotiations.

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the […]