Publications
Publications
- April 2003 (Revised December 2003)
- HBS Case Collection
Analyzing Complex Negotiations
Abstract
Develops a framework linking structural diagnosis and strategy design in complicated (complex and ambiguous) negotiations. To develop good strategies, negotiators must rigorously diagnose the structure of their negotiating situations. Equivalently, strategy follows structure. At the same time, they must work to shape the structure in favorable ways, both before and while they are playing it. So strategy shapes structure too. Superior negotiation strategies, therefore, consist of a mix of moves to bargain within the existing structure of the game and moves to shape that structure in favorable ways.
Keywords
Citation
Watkins, Michael D. "Analyzing Complex Negotiations." Harvard Business School Background Note 903-088, April 2003. (Revised December 2003.)