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It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training.
The Program on Negotiation at Harvard Law School is pleased to present:
New Findings in the Field of Negotiation:
Research from the PON Graduate Research Fellows
Harvard Law School
Adepeju O. Solarin
Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas for new products or processes, it’s always a colleague’s idea that gets chosen over mine. Negotiators are good at persuasion.
What should your first offer be in a negotiation?
Imagine that you are about to ask someone for something. Maybe you’re trying to initiate a negotiation by asking a potential customer to listen to your proposal. Or you could be making a one-off request, such as asking a neighbor to quiet his barking dog.
During the height of the Vietnam War, U.S. president Richard Nixon confided in his chief of staff, H. R. Haldeman, that he had devised a special strategy to end the war: He was trying to convince his Communist Bloc enemies, the Soviet Union and the North Vietnamese, that he was insane.
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