Publications
Publications
- February 2000 (Revised May 2000)
- HBS Case Collection
Negotiation Analysis: A Synthesis
Abstract
Presents a framework for analyzing and conducting negotiations. Highlights the importance of four mutually supporting modes of analysis: diagnosing the situation, shaping the structure, managing the process, and judging success. Key concepts are illustrated through the use of an entrepreneurial negotiation example.
Keywords
Citation
Watkins, Michael D. "Negotiation Analysis: A Synthesis." Harvard Business School Background Note 800-316, February 2000. (Revised May 2000.)