Sharpen Your Negotiation Skills
Everyone
negotiates, but few negotiate well. Here is a collection of Working
Knowledge articles
and faculty working papers that detail some of the the skills
needed to negotiate successfully.
No business skill may be as
important to success as negotiation. We negotiate everything:
agreements with partners and vendors, in-scope/out-of-scope
parameters around important projects, and our own compensation and
job responsibilities, to name just a few. If we don't win (or at
least draw) in business talks, our other career skills won't do us
much good.
Many
of us, however, approach these critical conversations woefully
unprepared. Fortunately, a large number of Harvard Business School
faculty research this area constantly, and their tips and
strategies have been featured on Working
Knowledge for
a decade-and-a-half.
Here
are a number of articles and working papers you might find
beneficial in upping your negotiation game.
NEGOTIATORS SHOULD REMAIN COOL AND COLLECTED. RIGHT?
Andy
Wasynczuk,
a former negotiator for the New England Patriots, explores the
sometimes intense role that emotions can play in negotiations and
when passion is a positive at the table.
SEND THE RIGHT MESSAGE BEFORE TALKS BEGIN
Handshakes
before negotiations, or the lack thereof, serve as subtle but
critical indicators of negotiators' social motives. Francesca
Gino, Michael I. Norton,
and colleagues.
PICKING UP AN OPPONENT'S 'TELL'
How
to Spot a Liar
Key
linguistic cues can help reveal dishonesty during business
negotiations, whether it's a flat-out lie or a deliberate omission
of key information.Deepak
Malhotra and
colleagues reveal how you can spot a dishonest negotiator.
NOT EVERY DEAL NEEDS TO BE EQUALLY BENEFICIAL
The
Art of Haggling
When
teaching negotiation skills, many educators focus almost
exclusively on an interest-based approach in which both parties
openly collaborate to find a mutually satisfying solution. However,
argues Mike
Wheeler,
it's important for students to know that there's still a time and
place for old-school haggling.
To Read More:
ARTICLES
Negotiating
with Wal-Mart
What
happens when you encounter the ultimate non-negotiable partner?
The
New Deal: Negotiauctions
In
today's complex financial environment, dealmaking is blending into
a merger of negotiations and auctions.
The
Potential Downside of Win-Win
What
happens when a wonderful agreement ignores the needs of consumers?
WORKING
PAPERS
Psychological
Influence in Negotiation: An Introduction Long Overdue
Causes
and consequences of the (surprisingly) limited extent to which
social influence research has penetrated the field of negotiation.
Better
Deals Through Level II Strategies: Advance Your Interests by
Helping to Solve Their Internal Problems
Helping
the other negotiator solve problems can win the day for you.
Gender
in Job Negotiations: A Two-Level Game
How
negotiation contributes to or diminishes gender differences in
compensation.
by
Sean Silverthorne
http://hbswk.hbs.edu/item/7614.html
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