Bargaining to Win
(c)2006 Patsi Krakoff, Psy. D.
Without signing up for the Harvard Negotiating Project, how can you effectively bargain to get what you want?
Let’s face it: Each of us negotiates every day. At work, we discuss additional compensation when we’re promoted to a new position. We plan a vacation or a move. We negotiate with our family over what’s for dinner and which TV shows to watch. We negotiate all sorts of things, big and small, on a daily basis.
Negotiation is a means of getting what you want from others. It consists of back-and-forth discussions designed to reach an agreement with another party anytime you face common and opposing interests.
There’s an alternative to hard or soft bargaining: Change the game entirely...
This is a brief synopsis of an article in two versions – long (1000 words) and short (630 words) available for use in your newsletters, blogs and web site content. The long version covers the following topics:
Positional Bargaining
Hard or Soft Bargainer?
An Alternative Process
Four Elements to Principled Negotiation
Three Phases of Negotiating
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Patsi Krakoff, Psy. D.
