January 23, 2008

HBR: Principles of Investigative Negotiation

An article in the Harvard Business Review recommends "investigative negotiation," as a method of expanding agreement options and forging more successful resolutions. Authors Deepak Malhotra and Max H. Bazerman delineate five principles of investigative negotiation:
  1. Ask why the other side wants what it wants;
  2. Mitigate the other party’s constraints;
  3. Interpret demands as opportunities;
  4. Create common ground with adversaries; and
  5. Investigate even if the deal seems lost.
Solid advice for ombuds coaching visitors. (HBR in Brief.)

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