Deepak and Bazerman are the professors at Harvard Business School. Deepak teaches negotiations in the MBA program.
In this book, the professors provide a framework to approach the negotiation problem and share many insights through stories and cases.
Negotiation is about
A through preparation of the situation is must and we need to assess best course – your and other party BATNA (best alternative to negotiated agreement) and find a common ground – ZOPA (zone of possible agreement)
Claiming value is important but we must create a multiple negotiation to increase the pie, for both parties to benefit
We often make errors in our daily life due to various biases’ and these are also at play during negotiations.
Better be watchful of the errors due to anchoring, framing, fixed pie bias, optimism, over confidence etc.
Genius is often a combination of natural ability and lot of hard work and Negotiation Genius is achievable.
Do you think negotiation can be learnt?
Creating and Claiming the Pie is win-win for all the sides. It is a muscle which can be strengthened.
