Negotiation skill is often associated with a winning corporate strategy. However, this often does not work out. This is because too much of hard bargaining or negotiation often leads to a souring of relationship even before work begins. Roles too need to be defined in advance. Else, there is the possibility of ambiguity. Often those that are driven to a corner towards a bad deal, underperform during the project. Conflicts of interest must thus be avoided. Hard bargaining, is thus not often worth the risk of jeopardizing the quality of actual work. Thus, it must be company practice to ensure the roles between negotiation and implementation are well- drafted right from the outset.

Source:https://knowledge.insead.edu/strategy/when-winning-means-losing-in-negotiations-8381

Uploaded Date:16 May 2019