We look at ways to increase your effectiveness as a negotiator.
We draw on an HBR article written by James Sebenius, a professor who started the negotiation unit at Harvard Business School. He also helped found the private equity firm Blackstone Group.
Negotiations are critical everywhere in business—with customers, suppliers, partners, and even colleagues. Most executives know the basics. But high stakes can lead even seasoned negotiators to bungle deals.
As the pressure mounts, people often get deadlocked, leave money on the table, or allow conflict to spiral out of control. In the heat of the moment, people often forget the real purpose of a negotiation.
It’s to understand the other party’s interests and get him to choose what you want—for his own reasons.
Six bad habits can get in the way. They’re common mistakes. We explore them, and provide solid behaviors that will increase your effectiveness.