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Investigative negotiation

Topic: 
NEGOTIATION IN BUSINESS
Author: 
Malhotra, Deepak.
Publisher/Date: 
2007
Note: 
In Harvard Business Review - Vol. 85 - no. 9 (September 2007).
Summary: 
Find out what your counterparts want and why -- Understand and mitigate the other side's constraints -- Interpret demands as opportunities -- Create common ground with adversaries -- Investigate even after the deal appears to be lost.
Additional Author: 
Bazerman, Max H.