How to negotiate nicely without being a pushover? – HBR

We all want it both ways: to get what we want from a tough negotiation and to walk away with our relationship intact. The good news is that kind of outcome is possible. But how exactly do you drive a hard bargain while also employing soft skills? How do you advocate for what you want …

Continue reading How to negotiate nicely without being a pushover? – HBR

Advertisements

How to disagree with someone more powerful than you

Power is the ability to influence the behavior of others with or without resistance by using variety of tactics to push or prompt action. There are six sources of power - legitimate power, referent power, expert power, reward power, coercive power, informational power and power tactics (behavioural, rational and structural tactics). Your boss proposes a …

Continue reading How to disagree with someone more powerful than you

Some Learnings About Negotiations – BATNA, Target Price, Reservation Price, Concessions

Learnings on Distributive Negotiations or Its Aspects The goal of a negotiation is to meet interests. Distributive negotiation is when two (or more) parties are trying to claim the maximum amount of value for themselves. Distributive negotiations tend to be competitive interactions for several reasons. They are characterized by a win/lose outcome. It is common for distributive …

Continue reading Some Learnings About Negotiations – BATNA, Target Price, Reservation Price, Concessions