Adapted from an article first published in “Negotiation Newsletter”.
Sometimes negotiators get off on the wrong foot. Maybe you and your partner had different understanding of your meeting time, or one of you makes a statement that the other misinterprets. Such awkward moves at the beginning of an interaction can lead one party to question the
The post Negotiation Case Studies: Reciprocity at the Bargaining Table – How to Use Tradeoffs to Create Value in Integrative Negotiation Scenarios appeared first on PON - Program on Negotiation at Harvard Law School.