Publications
Publications
- November 2000 (Revised October 2001)
- HBS Case Collection
Rethinking "Preparation" in Negotiation
Abstract
Challenges the notion that pre-negotiation preparation is the most important determination of success. Examines two fundamental problems with current thinking about preparation: the boundaries problem and the limits problem. Proposes an alternative model of negotiation as a cyclical process of learning, planning, and acting.
Keywords
Citation
Watkins, Michael D., and Sydney Rosen. Rethinking "Preparation" in Negotiation. Harvard Business School Background Note 801-286, November 2000. (Revised October 2001.)