Win-Win or Hardball: Learn Top Strategies from Sports Contract Negotiations
Harvard Law School’s Program on Negotiation is offering a free copy of “Win-Win or Hardball: Learn Top Strategies from Sports Contract Negotiations.”
The document offers such contract negotiation advice as:
• Share information – Instead of assuming your interests are directly opposed to your counterparts’ interests, provide information that could lead to wise tradeoffs
• Reject the “fixed pie” – It’s easy to assume that the pie of resources to allocate is fixed; when in fact there are opportunities to expand the pie by creating value
• Avoid anchoring on the first offer – Don’t become overly affected by the first number entered into the negotiation
• Set concrete goals – By setting concrete goals in advance, you won’t be swayed by other’s influence tactics, vivid stories, and hard-bargaining techniques
• Take my time – When you’re pressed into making snap decisions, your thinking will be more intuitive and less rational
• Avoid dwelling on the past – Past investments should rarely affect our decisions about the future
