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Think! Inc. - business negotiation, redefined

Archive for October, 2007

HBS Article: Dealing with the ‘Irrational’ Negotiator
Marie Dudek - October 3rd, 2007

- as published in Harvard Business School’s Working Knowledge for Business Leaders

According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind one of three questions.  When you label someone “irrational,” you limit your own options, as they write in Negotiation Genius:  How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond.  The following except describes strategies and tactics to overcome another party’s counterproductive behavior and keep the deal on track.

These are ideas that anyone can put to use in multiple settings of business.  As Malhotra and Bazerman observe, negotiation geniuses are made, not born.

To read the rest of this article, click here.

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