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Many people say they dread negotiating and avoid it whenever they can. Why? Typically, because they view negotiation as a competition in which one party’s gains come at the expense of the other party.
Harvard Business School: Working Knowledge
by Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)
Over the next couple months, many families around the world will be coming together around a table to break bread. The topic of politics, especially in the U.S. will be practically unavoidable while passing the mashed potatoes, but there are ways to facilitate friendly rules.
In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on.
Negotiators seek to raise their stature and increase their influence in international negotiations and other realms by serving as mediators and peacekeepers when conflicts emerge.
Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling strategies intended to stymy the development of a negotiated agreement.
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