JOURNAL ARTICLE

What People Still Get Wrong About Negotiations.

  • Published In: Harvard Business Review, 2025, v. 103, n. 1. P. 70 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Bazerman, Max H. 3 of 3

Abstract

The article focuses on strategies for creating value in negotiations, emphasizing that many executives mistakenly treat negotiations as a fixed-pie scenario, which limits potential gains for all parties. It outlines four key strategies to foster value creation: building trust and sharing information, asking insightful questions, giving away some information to encourage reciprocity, and making multiple simultaneous offers to reveal preferences indirectly. Additionally, it introduces the concept of post-settlement settlements (PSS), which involves revisiting agreements after they are signed to identify further mutually beneficial improvements. The article also highlights the importance of preparing by identifying and weighting multiple issues to enable effective trade-offs, thereby maximizing joint value rather than merely claiming value.

Additional Information

  • Source:Harvard Business Review. 2025/01, Vol. 103, Issue 1, p70
  • Document Type:Article
  • Subject Area:Business and Management
  • Publication Date:2025
  • ISSN:0017-8012
  • Accession Number:181526548
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