Organizational Behavior Reading: Negotiation

By: Max Bazerman, Francesca Gino and Katherine Shonk

Format:Electronic
| Language:English

Abstract

Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and entrepreneurial success requires the ability to negotiate. The essential reading and recommended module plan will help students to become more effective negotiators by: 1) mastering a negotiation framework that will help them analyze, prepare for, and execute negotiations more systematically—and hence, more effectively—in a wide variety of contexts; 2) building a negotiation toolkit that consists of practical strategies for creating and capturing value in negotiation; and 3) learning how to create a negotiation environment that helps diagnose individual needs, and allows negotiators to identify techniques for mitigating weaknesses and leveraging their strengths. The supplemental reading addresses two additional topics: cross-cultural negotiations and gender issues in negotiation. This reading includes two videos: "Asking Questions to Understand Interests" and "Post-settlement Settlements."

Keywords

Negotiation; Negotiation Preparation; Analysis; Cross-Cultural and Cross-Border Issues

Citation

Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.