哈佛商学案例精选集--商务基础系列--谈判.docx

　　? INTRODUCTION This collection of notes and articles presents an overview of negotiation strategy and?tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation. Although the selections were originally written to stand alone, they have been sequenced here to provide a coherent overview of the negotiation process from initial formulation of strategy, through careful preparation, and then personal interaction at the bargaining table. The material integrates the best thinking on negotiation from a variety of disciplines, among them, economics, decision theory, social and cognitive psychology, organizational behavior, and ethics. Illustrative examples are likewise drawn from a range of deal-making and dispute resolution contexts. Readers will see that powerful lessons can be learned by comparing their experience with practice from other domains. The opening selection in this volume, Negotiation Analysis: An Introduction, by Michael Wheeler, provides a strategic template for undertaking negotiation. Specifically, it identifies seven key elements of negotiation strategy: ? Parties: Who are the real parties in the negotiation? ? Interests: What are their fundamental needs and priorities? ? Value: How can value be created and who is likely to get it? ? Barriers: What obstacles might prevent agreement (or maximization of joint value) and how can they be overcome? ? Power: How can the various parties influence the negotiation process and its outcome? ? Ethics: What is the right thing to do? Successful strategy must be built on careful assessment of each of these considerations. Most of these topics are explored further in the other notes and articles in die collection, including Rethinking Preparation in Negotiation by Michael Watkins and Sydney Rosen. The authors emphasize that preparation must be an ongoing process. As events unfold, negotiation strategy - and sometimes even ones goals - have to be regularly updated an