Publication Type
Magazine Article
Version
acceptedVersion
Publication Date
6-2020
Abstract
Negotiation experts have long advised a win-win approach focused on extracting mutual value. This approach effectively turns counterparties into collaborators instead of adversaries, pooling their creative resources to “expand the pie” rather than fighting over the size of their respective slices. Not only does this create more financial value for everyone, it also has interpersonal benefits: Business relationships are stronger after thenegotiation if all parties walk away happy with the outcome.
Keywords
negotiation, bargaining, framing, offers, power
Discipline
Dispute Resolution and Arbitration
Research Areas
Organisational Behaviour and Human Resources; Dispute Resolution; Psychology
Publication
Harvard Business Review
ISSN
0017-8012
Publisher
Harvard Business Review
Citation
SCHAERER, Michael; SCHWEINSBERG, Martin; and SWAAB, Roderick I..
How to play “friendly hardball” in a negotiation. (2020). Harvard Business Review.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/6585
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://hbr.org/2020/06/how-to-play-friendly-hardball-in-a-negotiation