How to play “friendly hardball” in a negotiation

• Main Authors: SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2020
• Subjects: negotiation; bargaining; framing; offers; power; Dispute Resolution and Arbitration
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/6585; https://ink.library.smu.edu.sg/context/lkcsb_research/article/7584/viewcontent/Schaerer__Schweinsberg____Swaab_HBR2020_how_to_play_friendly_hardball_in_negotiations.pdf
• Institution: Singapore Management University

Negotiation experts have long advised a win-win approach focused on extracting mutual value. This approach effectively turns counterparties into collaborators instead of adversaries, pooling their creative resources to “expand the pie” rather than fighting over the size of their respective slices. Not only does this create more financial value for everyone, it also has interpersonal benefits: Business relationships are stronger after thenegotiation if all parties walk away happy with the outcome.