This website uses cookies to ensure you have the best experience. Learn more

Negotiation Skill Essay

5086 words - 21 pages


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...

For more information about the Program on Negotiation, our Executive Training programs, and the Negotiation newsletter, please visit To order additional copies of this Special Report for group distribution, or to order group subscriptions to the Negotiation newsletter, please call +1 800-391-8629 or +1 301-528-2676, or write to For individual subscriptions to the Negotiation newsletter, please complete the order form on page 12 or visit To order the full text of these articles, call +1 800-391-8629 or +1 301-528-2676, or write to Visit to download other free Negotiation special reports.

Negotiation Editorial Staff
Academic Editor

Guhan Subramanian Joseph Flom Professor of Law and Business, Harvard Law School Douglas Weaver Professor of Business Law, Harvard Business School


­­Come­to­Cambridge,­Massachusetts ttend

­­­­­­­The­Program­on­Negotiation­­ ­­­­­­­for­Senior­Executives
Take advantage of this outstanding opportunity to learn negotiation, deal-making and problem-solving skills from the world’s leading experts in negotiation and conflict resolution.

Katherine Shonk
Art Director

Register today and enter code: PONEG­

Heather Derocher
Published by Program on Negotiation Harvard Law School Managing Director


A university consortium dedicated to developing the theory & practice of negotiation and dispute resolution.

______________________________________________________________Questions? Call +1 201.445.4811

Susan Hackley
Assistant Director

James Kerwin

Copyright © 2010 by Harvard University. This publication may not be reproduced in part or whole without the express written permission of the Program on Negotiation. You may not forward this document electronically.


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...

Other Papers Like Negotiation Skill

Negotiation Strategy Essay

1448 words - 6 pages . Lagace, Lax, and Sebenius, (2006) mentioned, “Understanding that negotiation is a core competence for life, not merely an important skill to wheel out for special occasions,” (Negotiating in Three Dimensions, para. 3). The theory behind Professor James three-D negotiation comprises of chess like moves, which presents moves that occur away from his or her negotiation plan. The ability to overcome barriers derives from dimensional movement, such

Mgt 557 Final Exam (Latest) Assignment

1781 words - 8 pages one’s own views clearly and considerately E. Asking open-ended questions 27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. A. preparation B. cooperation C. communication D. process E. innovation 28) At the top of the best practice list for every negotiator is A. managing coalitions B. diagnosing the structure of the negotiation C. remembering the intangibles D. preparation E

Mgt 557 Final Exam (Latest) Assignment

1781 words - 8 pages one’s own views clearly and considerately E. Asking open-ended questions 27) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. A. preparation B. cooperation C. communication D. process E. innovation 28) At the top of the best practice list for every negotiator is A. managing coalitions B. diagnosing the structure of the negotiation C. remembering the intangibles D. preparation E

Negotiation And Decision Making Between Singapore And Australia

4344 words - 18 pages fundamental for maintaining relationship within the parties. This paper will define negotiation, why negotiation is conducted, define culture, evaluate cultural effect in relation to negotiation, identify how organization comes to decision making in negotiation, compare and contrast behavior of organization in two different countries and provide examples to support the evidence. In this era of globalization, the use of negotiation in business is

Negotiation Theory

788 words - 4 pages Negotiation is something that managers have to deal with frequently within the course of their jobs. A good knowledge of beneficial negotiation techniques is undeniably a useful skill to have. Knowing this it’s important to outline the differences between two commonly used strategies that will in turn have two separate outcomes. Mainly the greatest difference is noted between these two strategies; Distributive Negotiation and more integrative


1118 words - 5 pages Objective of the study: 1. To develop a general understanding and situation under negotiation; 2. To develop a thorough understanding of the interests of both side and their relation to the negotiations; 3. To undertake adequate preparation to realize these interests and resolve the problematic situation. Introduction: In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution

Genderdifferences In Negotiation

3179 words - 13 pages Introduction Gender often appears to have economically material implications in negotiations in organizations and markets. But researchers’ attempts to tie the phenomenon down in the lab have produced a tangled web of largely contradictory results. By the mid-1980s, the leading experimental researchers in negotiation had tossed the gender variable into a heap of discarded individual difference predictors—ranging from race to

Conflict Face Negotiation

1635 words - 7 pages Face-Negotiation Theory (Conflict) Dr. Stella Ting-Toomey developed the Face Negotiation Theory as a way of describing how people from different cultural backgrounds handle conflict with each other. She bases her theory on two basic concepts: Face (how we want people to see us/our public self image), and Facework (ways of handling conflict). She has identified 7 core assumptions and 5 empirical propositions that when used in tandem

Crisis Negotiation

2960 words - 12 pages the vast majority of negotiators are police officers with considerable police experience there is no doubt about their skill in communication. The question arises around intentionally and purpose. If the models are not specific, the communication will follow the same pattern.Crisis and hostage negotiation will address the present deficits in research and in practice by (a) reviewing the types of incidents and types of perpetrators, (b

Communications and Personality in Negotiation

2357 words - 10 pages the door. The original salesperson hustled after me acting on behalf of the manager declaring he was willing to take more off the price of the Lexus; however, it was too late. I had already exhausted three hours at the negotiation table and had no idea what more truthfully meant. Therefore, I entered into my automobile and drove off the lot trying not to look back at what might have been. Communication is the skill and practice of using

Negotiation Strategy

1989 words - 8 pages NEGOTIATION STRATEGY Should You Make the First Offer? According to conventional wisdom, no. But new research on the anchoring effect suggests that the best strategy is often to speak up first. BY A D A M D . GA L I N S KY seeking W ment on a compensation package, or bargainingagreeover HETHER NEGOTIATORS ARE BIDDING ON A FIRM, a used car, someone has to make the first offer. Should it be you, or should you wait to hear what others

Related Essays

Case Analysis

778 words - 4 pages important real world negotiations. The researchers claim that the data gained from the experiment enhances the information about the best ways to increase transfer rates for up-and-coming negotiators. The purpose of this research was to explore the efficacy of a semester-long negotiation-training course designed according to the instructional design theory in improving negotiator-perceived skill or ability and post-training confidence. “Given the

Chapter 5 Essay

522 words - 3 pages Brett Simons Chapter 5: Cross-cultural Negotiation & Decision Making Negotiation The chapter starts with defining negotiation as the process of discussion by which two or more parties aim for mutually acceptable agreement. It also states that the art of negotiation is widely considered the most important skill in International Business. I find that very interesting and kind of a surprise to me, but when you think about it, all business

Negotiation Paper

1131 words - 5 pages to come to a point of mutual agreement and had to walk away without having any kind of deal even though the negotiation took place for 1 to 2 hours long. From having this personal experience on negotiation, now I came to learn that negotiation cannot be confined to only what you want and what other wants, rather negotiation is a skill and a process which is essential for the successful outcome of any contractual agreement. There is a need of

Procurement Officer Essay

5037 words - 21 pages Negotiation Range      This means the issues that the negotiation will attempt to resolve. This is the stage where the parties form an understanding of each other’s positions and interests behind those positions. This stage allows identification of areas where mutually compatible interests exists. Identifying areas with potential for mutual benefit is an essential skill in this stage of the negotiation. There are several techniques for attempting to