Jove
Visualize
Contact Us
JoVE
x logofacebook logolinkedin logoyoutube logo
ABOUT JoVE
OverviewLeadershipBlogJoVE Help Center
AUTHORS
Publishing ProcessEditorial BoardScope & PoliciesPeer ReviewFAQSubmit
LIBRARIANS
TestimonialsSubscriptionsAccessResourcesLibrary Advisory BoardFAQ
RESEARCH
JoVE JournalMethods CollectionsJoVE Encyclopedia of ExperimentsArchive
EDUCATION
JoVE CoreJoVE BusinessJoVE Science EducationJoVE Lab ManualFaculty Resource CenterFaculty Site
Terms & Conditions of Use
Privacy Policy
Policies

Related Experiment Videos

Investigative negotiation.

Deepak Malhotra1, Max H Bazerman

  • 1Harvard Business School, Boston, USA. damlhotra@hbs.edu

Harvard Business Review
|September 25, 2007
PubMed
Summary
This summary is machine-generated.

Effective negotiation requires an investigative approach, focusing on understanding the other party's motivations and constraints rather than just promoting your own position. This detective mindset helps uncover hidden interests and overcome impasses for better deal-making.

Related Concept Videos

You might also read

Related Articles

Articles linked to this work by shared authors, journal, and citation graph.

Sort by
Same author

Impact of Kinesio Taping on Pregnancy related Pelvic Girdle Pain and Disability.

Journal of obstetrics and gynaecology of India·2025
Same author

Microcystin-LR aerosol exposure increases inflammatory drivers of asthma, Evidence of an NF-κB amplification mechanism.

bioRxiv : the preprint server for biology·2025
Same author

Evolution of Chronic Kidney Disease in Different Regions of the World.

Journal of clinical medicine·2025
Same author

Acute Exposure to Aerosolized Nanoplastics Modulates Redox-Linked Immune Responses in Human Airway Epithelium.

Antioxidants (Basel, Switzerland)·2025
Same author

An Insider's Perspective on How to Reduce Fraud in the Social Sciences.

The Journal of law, medicine & ethics : a journal of the American Society of Law, Medicine & Ethics·2025
Same author

Concurrent Control of Sodium and Bicarbonate Serum Concentrations Using a Four-Stream Hemodialysis Fluid Delivery System.

Hemodialysis international. International Symposium on Home Hemodialysis·2025
Same journal

The Case for Capitation.

Harvard business review·2016
Same journal

How to Pay for Health Care.

Harvard business review·2016
Same journal

How to Preempt Team Conflict.

Harvard business review·2016
Same journal

The Secrets of Great Teamwork.

Harvard business review·2016
Same journal

Leading the Team You Inherit.

Harvard business review·2016
Same journal

Wicked Problem Solvers.

Harvard business review·2016
See all related articles

Area of Science:

  • Business Strategy
  • Negotiation Tactics
  • Organizational Behavior

Background:

  • Negotiators often prioritize advocating their own stance over understanding the opposing party's perspective.
  • Misconceptions regarding the other side's motivations can lead to suboptimal outcomes, including missed value and failed agreements.

Purpose of the Study:

  • To introduce an investigative negotiation framework that emphasizes information gathering about the counterpart's motivations and constraints.
  • To provide a methodology for negotiators to achieve better outcomes and overcome impasses.

Main Methods:

  • Adopting a detective-like approach to uncover the underlying reasons for the other party's demands and goals.
  • Analyzing the counterpart's constraints and viewing their demands as insights into their priorities.

Related Experiment Videos

  • Identifying common ground and maintaining engagement even when a deal seems unlikely.

    • Main Results:

    • Understanding the other party's motives and goals is crucial for successful negotiation.
    • Addressing the counterpart's constraints can facilitate agreement.
    • Onerous demands can reveal valuable information about priorities, enabling creative solutions.
    • Persistence in negotiation can yield insights even without immediate agreement.

    Conclusions:

    • An investigative mindset, focused on deep understanding of the other party, is key to successful negotiation.
    • Negotiators can improve outcomes by uncovering and addressing underlying interests and constraints.
    • Creative agreements and valuable insights can be achieved through persistent, information-driven negotiation.