Keep Time and Emotion from Killing a Negotiation

A five-step approach to move discussions in the desired direction and keep negotiations from stalling due to time spent on secondary aspects or emotional issues.

Author(s): Anthony K. Tjan

Publisher: Harvard Business Review

Date of publication: 2014

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Synopsis

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

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

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