5 Common misktakes in negotiation

NEGOTIATION S P E C I A L R E P O R T

Program on Negotiation
at Harvard Law School

Helping you build successful agreements and partnerships

Business Negotiation Skills
5 Common Business Negotiation Mistakes

In this Special Report, the experts and editors from Harvard’s Program on Negotiation offer advice from past issues of the Negotiation newsletter to help you avoid commonpitfalls and build better relationships and agreements with your colleagues, clients, and those closest to you. You will learn to: Identify opportunities to expand the pie of resources. Take steps to ensure you don’t overvalue your assets. Guard against a backlash from less powerful parties. Gain a keener understanding of what you really want. Avoid being hurt by overcommitment to a deal.www.pon.harvard.edu

$25 (US)

Program on Negotiation
at Harvard Law School

Negotiation Editorial Board
Board members are leading negotiation faculty, researchers, and consultants affiliated with the Program on Negotiation at Harvard Law School. Max H. Bazerman Harvard Business School Iris Bohnet Kennedy School of Government, Harvard University Robert C. Bordone Harvard Law School John S. Hammond JohnS. Hammond & Associates Deborah M. Kolb Simmons School of Management David Lax Lax Sebenius, LLC Robert Mnookin Harvard Law School Bruce Patton Vantage Partners, LLC Jeswald Salacuse The Fletcher School of Law and Diplomacy, Tufts University James Sebenius Harvard Business School Guhan Subramanian Harvard Law School and Harvard Business School Lawrence Susskind Massachusetts Institute ofTechnology Michael Wheeler Harvard Business School

About Negotiation
The articles in this Special Report were previously published in Negotiation, a monthly newsletter for leaders and business professionals in every field. Negotiation is published by the Program on Negotiation at Harvard Law School, an interdisciplinary consortium that works to connect rigorous research and scholarship on negotiationand dispute resolution with a deep understanding of practice. For more information about the Program on Negotiation, our Executive Training programs, and the Negotiation newsletter, please visit www.pon.harvard.edu. To order additional copies of this Special Report for group distribution, or to order group subscriptions to the Negotiation newsletter, please call +1 800-391-8629 or +1 301-528-2676,or write to negotiation@law.harvard.edu. For individual subscriptions to the Negotiation newsletter, please complete the order form on page 12 or visit www.pon.harvard.edu. To order the full text of these articles, call +1 800-391-8629 or +1 301-528-2676, or write to negotiation@law.harvard.edu. Visit www.pon.harvard.edu to download other free Negotiation special reports.

Negotiation EditorialSta
Academic Editor

Guhan Subramanian Joseph Flom Professor of Law and Business, Harvard Law School Douglas Weaver Professor of Business Law, Harvard Business School
Editor

A
Take advantage of this outstanding opportunity to learn negotiation, deal-making and problem-solving skills from the world’s leading experts in negotiation and conflict resolution.

Katherine Shonk
Art DirectorHeather Derocher
Published by Program on Negotiation Harvard Law School Managing Director

Susan Hackley
Assistant Director

James Kerwin

Copyright © 2010 by Harvard University. is publication may not be reproduced in part or whole without the express written permission of the Program on Negotiation. You may not forward this document electronically.

PRO GR A M ON N E G O T I AT IONIn this Negotiation Special Report, we offer expert advice from the Negotiation newsletter to help you avoid common mistakes in negotiation and create better agreements. In this report, you will learn to identify opportunities to expand the pie, value your assets appropriately, guard against a backlash from less powerful parties, determine what you really want, and avoid overcommitment to a...