Become a Better Negotiator

"We love to tell negotiation stories that end in triumph-clever closing tactics, brilliant last-minute saves, high-stakes brinkmanship. But according to Harvard Business School's Max Bazerman, that focus is misplaced. Most negotiations aren't won (or lost) at the table. They're shaped long before the first offer is made. In this HBR Executive Masterclass, Bazerman-renowned negotiation expert and author of Negotiation: The Game Has Changed -explains how great negotiators frame the conversation, build the relationship, and shape the context that will govern everything that follows."

"Bazerman argues that too often, leaders fall into a tactical "fixed-pie mindset"-the belief that any gain comes at the expense of the other party. But when leaders recognize that different parties value different things, it unlocks powerful strategic possibilities to uncover differences and create value for everyone."

Negotiation outcomes are primarily determined before the first offer through careful framing, relationship-building, and shaping of the negotiation context. A fixed-pie mindset treats value as zero-sum, limiting creative possibilities. Recognizing that parties value different things enables discovery of trade-offs and integrative solutions that expand total value. Strategic preparation includes identifying interests, anticipating alternatives, and designing the negotiation environment to encourage information exchange. Tactical closing moves and brinkmanship play smaller roles than pre-negotiation strategy. Effective negotiators prioritize framing, relationship management, and context shaping to uncover differences and create mutually beneficial agreements.

Read at Harvard Business Review