Developed a framework linking structural diagnosis and strategy design in complex (complex and ambiguous) negotiations. To develop good strategies that negotiators must rigorously diagnose the structure of their negotiation situations. Equivalent structure follows strategy. At the same time, they have to work to make the structure in a favorable manner, both before and while they play. So strategy to structure forms. Superior negotiation strategies, therefore, consist of a mixture of trains t … Read more »

Developed a framework linking structural diagnosis and strategy design in complex (complex and ambiguous) negotiations. To develop good strategies that negotiators must rigorously diagnose the structure of their negotiation situations. Equivalent structure follows strategy. At the same time, they have to work to make the structure in a favorable manner, both before and while they play. So strategy to structure forms. Superior negotiation strategies, therefore, consist of a mixture of trains to negotiate within the existing structure of the game and moves to make to this structure in a favorable way.
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Michael D. Watkins
22 pages.
Publication Date: Apr 22, 2003. Prod #: 903 088 PDF-ENG
Analysis of complex negotiations HBR case solution

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