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Investigative Negotiation

Key idea. The best way to get what we are after in a negotiation is to approach the situation the way a detective approaches a crime scene. Principle 1. Don't just discuss what your counterparts wantFind out why they want it.. Principle 2. Seek to understand and mitigate the other side's constraints.Don't view the other side's constraints as "their" problem.The two sides can help mitigate each other's constraints..

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Investigative Negotiation

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    1. Investigative Negotiation Based on the article by Deepak Malhotra and Max.H.Bazerman Harvard Business Review, September 2007

    2. Key idea The best way to get what we are after in a negotiation is to approach the situation the way a detective approaches a crime scene

    3. Principle 1 Don’t just discuss what your counterparts want Find out why they want it.

    4. Principle 2 Seek to understand and mitigate the other side’s constraints. Don’t view the other side’s constraints as ”their” problem. The two sides can help mitigate each other’s constraints.

    5. Principle 3 Interpret demands as opportunities. Do not adopt a defensive mindset What can we learn from the other side’s insistence on this issue? What does the demand indicate about the other party’s needs and interests? How can the information be used to create and capture value?

    6. Principle 4 Create common ground with adversaries. It is possible to cooperate and compete with others simultaneously.

    7. Principle 5 Continue to investigate even after the deal appears to be lost. Sometimes the deal can be revived. In other cases, important information that will help in future negotiations can be acquired. More info can be acquired about the customer’s future needs, the interests and concerns of similar customers or the strategies of other players in the industry.

    8. Conclusion Effective negotiation requires a strong focus on the other side’s interests, priorities and constraints. Constructing a value maximising deal often hinges not on the ability to persuade but on the ability to listen. Ultimately, negotiation is an information game. Those who can obtain more information perform better than those who stick with what they know.

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