Summary : Negotiation Genius – Deepak Malhotra and Max Bazerman

Judgment in Managerial Decision Making, Predictable Surprises and You Can’t Enlarge the Pie. Dr.

Debrief every negotiation – and write down which strategies you could have applied but did not

critique you periodically

Commit to analyzing the underlying dynamics and not just the end results.

“I fully trust you will help make my transition to this new position both successful and mutually rewarding”

on their sense of fairness to compensate you accordingly.

When time is money

Assume they are most likely uninformed – so try and educate them on the true facts of the situation before escalating matters.

all else fails, consider relinquishing whatever power you do have – and make a direct appeal for help. By making it clear you have no intention of fighting, you may find they moderate their own stance and look for ways to work together at a level that is sustainable for all parties. They probably don’t want to drive you out of business so let them be reasonable.