Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absorb these expectations and become more competitive. Continúa leyendo Why First Impressions Matter in Negotiation
What is a Win-Win Negotiation?
How trading across differences leads to mutual gains and win-win negotiation Continúa leyendo PON – Program on Negotiation at Harvard Law School – https://www.pon.harvard.edu
Four Strategies for Making Concessions in Negotiation
Four strategies for building good will and reciprocity while making concessions Continúa leyendo PON – Program on Negotiation at Harvard Law School
El Proyecto de Tierras, el tema más controversial de las 11 iniciativas para implementar los acuerdos de La Habana, avanza con algunos traspiés.