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

Additional URL

https://hbr.org/2020/06/how-to-play-friendly-hardball-in-a-negotiation

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