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Negotiating Is Not the Same as Haggling

Negotiating Is Not the Same as Haggling

Distinguish bargaining from negotiations—in which it is possible both to get the result you want and to maintain a collaborative relationship with your counterparts.

Author(s): Jeff Weiss

Publisher: Harvard Business Review

Date of publication: 2014

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

Synopsis

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

The art of negotiation: A delicate balance

The art of negotiation: A delicate balance

Negotiations are not just power struggles. The most beneficial agreements are obtained by also seeking ways to best respond to the interests of the other party. How can you manage this delicate balance?
256b – Synopsis (8p.) Negotiation
Negotiate with agility

Negotiate with agility

Far from being restricted to a balance between well-established forces, negotiation is a process highly subject to uncertainty. How can you maximize your chances of success by developing your ability to adapt to the unexpected?
240b – Synopsis (8p.) Negotiation