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Getting Past Yes: Negotiating as if Implementation Mattered

Getting Past Yes: Negotiating as if Implementation Mattered

Facilitating negotiators’ search for win/win solutions by already projecting them mentally into the post-contract phase.

Author(s): Danny Ertel

Publisher: Harvard Business Review

Date of publication: 2004

Read this article on the publisher's website [Harvard Business Review]

Synopsis

This article is one of the sources used in Manageris’ synopses:

Managing emotions during a negotiation

Managing emotions during a negotiation

Emotions play a major role in the course of a negotiation. How can we learn from recent research in behavioral psychology and neuroscience to take advantage of these emotions, rather than suffering from them?
270b – Synopsis (8p.) Negotiation