What People Still Get Wrong About
Negotiations

Title

What People Still Get Wrong About
Negotiations

Creator

Max H. Bazerman

Description

Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to claim value for themselves (by taking as much as they can of that mythical fixed pie) rather than coming up with ways to increase the size of the pie

Source

Harvard Business Review

Date

January–February 2025

Publisher

Harvard Business Review

Subject

Management

Rights

Harvard Business Review

Language

English

Type

Article

Identifier

https://hbr.org/2025/01/what-people-still-get-wrong-about-negotiations