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How to negotiate when the stakes are high


Pointing out that it's frequently difficult to “get to yes” given today's pace of business and the structure of organisations, Jeff Weiss, Aram Donigian, and Jonathan Hughes provide guidance on 'extreme negotiations' in Harvard Business Review.

The authors observe: "CEOs and other senior executives are under extreme time pressure, managing complex, high-stakes conversations across functional areas and divisions, with alliance partners and critical suppliers, and with customers and regulators.

"Many report feeling that they are constantly in negotiation mode – trying to gain approval for deals in which hundreds of millions (and sometimes billions) of dollars are at stake, in the shortest possible time frames, from people who may hold the company’s (and even the leader’s own) future in their hands."

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