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Negotiation Skill Essay

5086 words - 21 pages

NEGOTIATION S P E C I A L R E P O R T

Program on Negotiation
at Harvard Law School

Helping you build successful agreements and partnerships

Business Negotiation Skills
5 Common Business Negotiation Mistakes

In this Special Report, the experts and editors from Harvard’s Program on Negotiation offer advice from past issues of the Negotiation newsletter to help you avoid common pitfalls and build better relationships and agreements with your colleagues, clients, and those closest to you. You will learn to:

■ Identify opportunities to expand the pie of resources. ■ Take steps to ensure you don’t overvalue your assets. ■ Guard against a backlash from less powerful parties. ■ Gain a keener ...view middle of the document...

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PRO GR A M ON N E G O T I AT ION

In this Negotiation Special Report, we offer expert advice from the Negotiation newsletter to help you avoid common mistakes in negotiation and create better agreements. In this report, you will learn to identify opportunities to expand the pie, value your assets appropriately, guard against a backlash from less powerful parties, determine what you really want, and avoid overcommitment to a deal.

Mistake No. 1: Viewing negotiation as a fixed pie
In the business world, why is competition so often the norm, while cooperation seems like an impossible goal? Why do we so often settle for “better than nothing” compromises? One of the most destructive assumptions we bring to negotiations is the assumption that the pie of resources is fixed. The mythical-fixed-pie mindset leads us to interpret most competitive situations as purely win-lose. Of course, a small percentage of negotiations are distributive—the parties are restricted to making claims on a fixed resource. For instance, if price is the only issue on the table, your gains come at the expense of the other party...

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