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Strategies for Creative Negotiation

Insights from IESE’s Kandarp Mehta on ‘The Power of Creative Comebacks’ in unlocking negotiations

 

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‘The Power of Creative Comebacks’, a recent article from Kandarp Mehta, discusses why creative offers and counter-offers play such a vital role in the negotiating process, and also proposes a number ways to improve your and your organization’s negotiating skills.

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Download ‘The Power of Creative Comebacks’ by Kandarp Mehta HERE

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The ability to carry out successful negotiations is key to sustainability and growth for any organization. But in our complex world negotiation is difficult. It is invariably not enough to take an approach which is all about winning. Just driving a hard bargain to secure the best deal/price, usual ends in deadlock and successful negotiation involves searching for sophisticated 'win-win' solutions.

In the article Metha also explains how to incorporate these five important strategies into your negotiations:

  • Do your homework
  • Listen carefully to the other side
  • Incorporate what you’ve learned into your offer
  • Overcome institutional resistance: find common ground
  • Bundle your objectives

‘The Power of Creative Comebacks’ was originally published in IESE's Expert Insight, July 2018.

Kandarp Mehta is Senior Lecturer of Entrepreneurship and Negotiation Teaching Unit, IESE Business School, University of Navarra


Global Scope, Personal Impact: At IESE, we seek to impact on business and society by offering high-quality learning to participants from around the world.





 
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