Negotiation Strategy: Pattern Recognition Game

NegoTIAtion Strategy: Pattern Recognition Game Below are the available bulk discount rates for each individual item when you purchase a certain amount ReGIster as a Premium Educator at hbsp.harvard.edu, plan a course, and save your students up to 50% with your academic discount. Publication Date:August 14, 2007 Source:Harvard Business School In negoTIAtion, correctly identifying your […]

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Negotiation Strategy: Pattern Re

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Register a Premium Educator at hbsp.harvard.edu, plan a course, and save your students up to 0% with your academic discount.

Publication Date:
August 14, 2007

Source:
Harvard Business School

In negotiation, correctly identifying your counterpart’s strategy is vital. Only then can you constructively influence their behavior–or adapt ropriately to what they are doing. This ce–and its related comer-bed exercise (Negotiation Strategy Simulation)–illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party tends to be cooperative or competitive. The material also demonstrates how the benefit of such ing must be weighed against the possible costs of being provocative.

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Negotiation Strategy: Pattern Re


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