JOURNAL ARTICLE

Why Big Companies Struggle to Negotiate Great Deals.

  • Published In: Harvard Business Review, 2026, v. 104, n. 1. P. 76 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Ertel, Danny 3 of 3

Abstract

The article focuses on structural challenges in enterprise negotiations, specifically the agency problem—where negotiators' incentives diverge from organizational goals—and the alignment problem—where preapproved stakeholder mandates constrain deal flexibility. It argues that overcoming these issues requires redefining negotiators as empowered problem-solvers without decision authority, enabling ongoing stakeholder engagement rather than early consensus, and replacing traditional deal review boards (DRBs) with proactive deal value boards (DVBs) that foster cross-silo collaboration and value creation. The article also highlights selective negotiation of impactful issues and the emerging role of generative AI in automating routine contract negotiations, allowing human negotiators to focus on complex, high-stakes deals. This approach aims to shorten deal cycles, enhance leverage, and produce more valuable outcomes in complex enterprise negotiations.

Additional Information

  • Source:Harvard Business Review. 2026/01, Vol. 104, Issue 1, p76
  • Document Type:Article
  • Subject Area:Business and Management
  • Publication Date:2026
  • ISSN:0017-8012
  • Accession Number:189870415
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