"Deal Making 2.0: A Guide to Complex Negotiations"
David A. Lax and James K. Sebenius
Harvard Business Review, November 2012
Negotiations can be like puzzles – with pieces that fit together in one way to achieve a coherent image. I think of them as coalition building where the sequence and psychology is important but there may be several ways to achieve a positive end result.
In this HBR article, the authors lay out a sequence of events to manage complex and even historically difficult negotiations using as an example the Pacific Maritime Association’s contract negotiations with the International Longshore and Warehouse Union. This quick read outlining a sequence for a concept they label “negotiation campaign” is for anyone who has to manage negotiations of any size – from musicians’ agreements to family vacations.
Note: this article is available for purchase or free to those with a subscription to HBR.