Investigative negotiation

Find out what your counterparts want and why -- Understand and mitigate the other side's constraints -- Interpret demands as opportunities -- Create common ground with adversaries -- Investigate even after the deal appears to be lost.
Malhotra, Deepak
Bazerman, Max H.
NEGOTIATION IN BUSINESS
Article
2007
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In Harvard Business Review - Vol. 85 - no. 9 (September 2007).
Public
07/1/2022
04/24/2023