Investigative Negotiation
CHRIS, A FORTUNE 500 executive, is known in his firm as a gifted negotiator who can break impossible deadlocks. Consider his performance in the following deal.
A few years ago, Chris’s company entered into negotiations with a small European firm to buy an ingredient for a new health care product. (Some details have been changed to protect the companies involved.) The two sides settled on a price of $18 a pound for a million pounds of the substance annually. However, a disagreement developed over terms. The European supplier refused to sell the ingredient exclusively to the U.S. firm, and the U.S. firm was unwilling to invest in a product that was based on an ingredient its competitors ...
Get Harvard Business Review on Winning Negotiations now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
