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Breakthrough bargaining.

D M Kolb1, J Williams

  • 1Simmons College Graduate School of Management, Boston, USA.

Harvard Business Review
|February 24, 2001
PubMed
Summary
This summary is machine-generated.

Master the art of negotiation by understanding the shadow negotiation. Three key strategies—power, process, and appreciative moves—can transform adversarial dynamics into collaborative dialogue for successful outcomes.

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Area of Science:

  • Business Strategy
  • Organizational Behavior
  • Conflict Resolution

Background:

  • The shadow negotiation, encompassing unspoken aspects of bargaining, significantly influences negotiation success.
  • Understanding and managing these subtle dynamics is crucial for effective deal-making.

Purpose of the Study:

  • To introduce and explain three distinct strategies for navigating the shadow negotiation.
  • To provide actionable insights for business professionals to improve their negotiation skills.

Main Methods:

  • The article draws upon the framework presented in "The Shadow Negotiation" by Kolb and Williams.
  • It analyzes three strategic approaches: power moves, process moves, and appreciative moves.

Main Results:

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  • Power moves address unequal party power by highlighting the necessity of negotiation.
  • Process moves shape the negotiation agenda and perception without direct issue discussion.
  • Appreciative moves foster collaboration and trust by shifting from adversarial to supportive dynamics.

Conclusions:

  • These strategies help move stalled negotiations forward by addressing hidden power plays.
  • While not guaranteeing wins for all, they facilitate a transition to more productive dialogue.