![]() ![]() A Case Study of Conflict Management and Negotiation.In Negotiation, How Much Authority Do They Have?. ![]() ![]() How to Balance Your Own Values in Negotiation.Negotiation in Business: Ethics, Bias, and Bargaining in Good Faith.Dealing with Cultural Barriers in Business Negotiations.A Business Negotiation Case Study: Ending the NHL Lockout.Negotiation in Business Without a BATNA – Is It Possible?.How Negotiators Can Stay on Target at the Bargaining Table.Power in Negotiations: How to Maximize a Weak BATNA.How do you remain detached, yet fully engaged at the bargaining table? The less you make negotiation a test of your skill and status, the more likely you’ll be to reach a good agreement. Take a few deep breaths, think about your priorities, and you’ll be ready to perform at your best (for more information on strategies to help you arrive at your objectives in a negotiation, see also Managing Difficult Conversations: Achieving Objectives with Backmapping Strategies).Īchieving the right balance of engagement and detachment has a paradoxical effect. Tell the salesperson you’ll call her back. But taking five minutes to clear your desk – and your mind – could help you reap big dividends in negotiation. You might be tempted to dive into the conversation even if you’ve been working on another project. Suppose that a salesperson calls with detailed information about technical equipment that you may want to lease. The equivalent in negotiation is to attend closely to the pace and spin of what is being said. Do that, and concentration naturally follows (for more information on self-fulfilling prophecies in negotiation, see also: Beware Self-Fulfilling Prophecies in Negotiation and also Self-Fulfilling Prophecies in Negotiation), in which the predictive power of expectations is discussed in detail). Instead, he advises simply, “focus on the ball and hit” every time the ball meets the court and your racket. You may catch yourself thinking about what you’re going to say next instead of listening intently to your counterpart, but you won’t get into that zone by scolding yourself (see also Negotiation Techniques from International Diplomacy: Lessons for Business Negotiators).Īs Timothy Gallwey observes in his classic book, The Inner Game of Tennis (Random House, 1997), telling yourself to “watch the ball” is implicit self-criticism. But consider that poised negotiators have something in common with star athletes who stay fully absorbed in the present moment. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.Įmbracing paradox may sound like a fanciful New Age notion. Build powerful negotiation skills and become a better dealmaker and leader. ![]()
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