June 26, 2014

A new approach to negotiations

Book emphasizes importance of long-term, strategic thinking in negotiations

Classically, negotiations are thought to be about playing one’s hand well at the bargaining table: The right combination of resolve, nerve, and polish can get you what you want.

But a new book from an MIT professor brings a different message: It’s what happens both before and after parties meet at the bargaining table that makes a negotiation successful.