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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Negotiation Editorial Staff
Guhan Subramanian Joseph Flom Professor of Law and Business, Harvard Law School Douglas Weaver Professor of Business Law, Harvard Business School
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Published by Program on Negotiation Harvard Law School Managing Director
HARVARD MIT TUFTS
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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...