Leslie K. John

Negotiation Tactics That You Should Drop

By Leslie K. John, Associate Professor, Harvard Business School Whether you’re negotiating the terms of a contract or the price of a used car, the ability to encourage the other side to be open and forthcoming is key. Yet making privacy or confidentiality assurances or speaking in an overly formal manner can complicate the interaction. In fact, prior research, including research conducted by my colleagues and I, has found that … [ more ]

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