The Best Way to Win a Negotiation, According to a Harvard Business Professor
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Questions and Answers

What is the first step to successful negotiation according to the Harvard Business School professor?

  • * Understanding both your walkaway point and the unique value you offer
  • * Thorough preparation and strategic planning (correct)
  • * Asking probing questions to uncover underlying interests
  • * Ensuring ethical conduct and integrity

    • Why is it important to focus on the negotiation process before discussing substance?

  • * It reveals the other party’s needs and interests
  • * It ensures alignment and prevents misunderstandings (correct)
  • * It helps in crafting a collective victory
  • * It highlights the importance of ethical conduct

    • What enhances a negotiator’s understanding of the other party’s needs and interests?

  • * Maintaining credibility and trust
  • * A learning mindset characterized by curiosity (correct)
  • * Clear communication following negotiations
  • * Thorough preparation and strategic planning

    • What is a key characteristic of skilled negotiators in framing outcomes?

    <ul> <li>Allowing the other party to declare victory</li> </ul> Signup and view all the answers

    Why is ethical conduct and integrity crucial in negotiation?

    <ul> <li>It maintains credibility and trust</li> </ul> Signup and view all the answers

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