- Ask why the other side wants what it wants;
- Mitigate the other party’s constraints;
- Interpret demands as opportunities;
- Create common ground with adversaries; and
- Investigate even if the deal seems lost.
Wednesday, January 23, 2008
HBR: Principles of Investigative Negotiation
An article in the Harvard Business Review recommends "investigative negotiation," as a method of expanding agreement options and forging more successful resolutions. Authors Deepak Malhotra and Max H. Bazerman delineate five principles of investigative negotiation:
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment