102 • 100 GREAT BUSINESS IDEAS
By learning where the pitfalls lie in negotiations, it is possible
to sidestep them and ensure satisfying results that last for all
involved.
The idea
Harvard Business School (HBS) professor James Sebenius
specializes in the fi eld of complex negotiations. In 1993, HBS made
negotiation a required course in its MBA program, and created a
negotiation department within the school.
Sebenius identifi ed six mistakes responsible for the failure of
many negotiations. By avoiding them you can negotiate your way to
success. These pitfalls, outlined in Harvard Business Review, are:
-^ Neglecting the other side’s problems. If you do not understand the
problems your negotiation partner is trying to overcome, you
will not be able to offer the best solution.
-^ Letting price bulldoze other interests. It is easy to focus exclusively
on price. Make sure you do not ignore other important factors—
such as creating a positive working relationship, goodwill, a
social contract between both sides, and a deal-making process
that is respectful and fair to everyone.
-^ Letting positions drive out interests. Despite the existence of
opposing positions, there may be compatible interests. Rather
than trying to persuade someone to abandon a particular
position, it can be more productive to develop a deal that satisfi es
a diverse range of interests.