Sep 18
8:45 AM
Harvard Law School

Winning at Win-Win Negotiation

The primary goal of win-win negotiation is to find the best way to convince the other side to accept a mutually beneficial outcome.

The reality?

People do not just want their fair share; they want to win. However, seeking to dominate or bully opponents is not the answer (not to mention, a public relations disaster). Instead, there is a way to win at win-win negotiation by first helping to create additional value, and then by claiming a disproportionate share of that value while ensuring that your opponent still looks good to those to whom he reports.