Fundamentals of Negotiation Analysis and Practice

Harvard HKS

Being a skillful negotiator is a pre-requisite for turning ideas into actions. Negotiations permeate our interactions with governments, organizations, co-workers, bosses, subordinates, friends, and foes. Thus, analytic and interpersonal negotiation skills are essential for creating value, operational capacity, legitimacy, and support for crucial decisions and collective action. At the same time, negotiators often confront resistance from well-resourced adversaries, information asymmetries,…