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Publications
Publications
  • April 16, 2021
  • Article
  • Harvard Business Review Digital Articles

A Playbook for Negotiators in the Social Media Era

By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
  • Format:Electronic
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Abstract

The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness social media to their advantage, or else find themselves outmaneuvered by more digitally active counterparts. Applying the lens of the “3D negotiation” approach to moves both “at the table” and “away from the table”, we show how social media can help negotiators learn a great deal about their counterparts and other potentially influential parties, directly and indirectly exert influence, as well as mobilize supporters and neutralize opponents. In addition, going through a “red teaming exercise” can reveal unexpected weaknesses and vulnerabilities to shore up before and during important negotiations.

Keywords

Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America

Citation

Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
→More Publications

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    Aleksander Ceferin and the European Super League

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    Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

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More from the Authors
  • Christiana Figueres and the Collaborative Approach to Negotiating Climate Action By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
  • Aleksander Ceferin and the European Super League By: Thomas Graeber, Nour Kteily, James K. Sebenius and Matthew (Matt) Higgins
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
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