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  • November 2000 (Revised October 2001)
  • Background Note
  • HBS Case Collection

Rethinking "Preparation" in Negotiation

  • Format:Print
  • | Pages:15
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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

Negotiation Preparation

Citation

Watkins, Michael D., and Sydney Rosen. Rethinking "Preparation" in Negotiation. Harvard Business School Background Note 801-286, November 2000. (Revised October 2001.)
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