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When you expect people to be competitive, it’s not only your own behavior that changes. You also set up a self-fulfilling prophecy, such that your expectations about the other side’s behavior lead him to behave in ways that confirm your expectations.
The Program on Negotiation at Harvard Law School is pleased to present:
Solve the Unsolvable – Even Without the Other Side’s Cooperation
Jennifer Goldman-Wetzler, Ph.D.
Founding Principal, Alignment Strategies Group
We’ve all been there. One kid wants it his way; the other wants it her way and an inevitable conflict ensues. Shouting, crying, and harsh words are often part of the mix—creating stress for everyone, including the parents.
It’s a familiar practice in negotiation training: Students are divided up and assigned to engage in role-play exercises known as simulations.
Why is sincerity important at the bargaining table and how do negotiators avoid deception in negotiations? Your counterpart may not realize that her behavior is unethical, and even when she does, she may justify her behavior as being ethical in this particular case.
In negotiations and disputes, punishment and threats often seem like the only way to win concessions. But business negotiators would do well to remember how Time Warner’s gambit unfolded.
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Service providers seen as a help to midmarket firms that are short on skills amid complex cloud infrastructure transitions.