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The Challenges of Negotiation

Friday, April 5, 2019

Negotiation Strategies for Value-Based Disputes


In my March 21, 2019 newsletter, I cited four strategy tips from Harvard Program on Negotiation in dealing with value-based disputes, where a party’s deeply held beliefs can thwart beneficial reciprocal concessions:

  • Consider interests and values separately and separating the person from the problem.
  • Engage in relationship-building dialogue to facilitate cross- understanding of opposing side’s interests and values.
  • Appeal to common or shared overarching values.
  • Confront value differences directly, and view such differences as opportunities for value creation. 

(Paraphrased from: Four Conflict Negotiation Strategies for Resolving Value-Based Disputes; Four conflict negotiation strategies for bridging the divide at the negotiation table.


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