haku: @author Sebenius, J. K. / yhteensä: 7
viite: 2 / 7
| Tekijä: | Sebenius, J. K. |
| Otsikko: | Six Habits of Merely Effective Negotiators |
| Lehti: | Harvard Business Review
2001 : APR, VOL. 79:4, p. 87-97 |
| Asiasana: | EXECUTIVES NEGOTIATION CONFLICT |
| Kieli: | eng |
| Tiivistelmä: | In this paper the author states that most executives know the basics of negotiation; but yet even experienced negotiators routinely leave money on the table, end up in deadlock, damage relationships, or allow conflicts to spiral. They fall prey to common mistakes that keep them from solving the right negotiation problem. In this article the author compares good negotiating practice with bad, providing examples from the business world and insights from 50 years of research and analysis on negotiation. The author describes six common mistakes that result in merely effective negotiation: neglecting your counterpart's problem, letting price bulldoze other interests, letting positions drive out interests, searching too hard for common ground, neglecting no-deal alternatives, and failing to correct for skewed vision. |
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