25 October 2010

Most of the times the word negotiation conjures up images of a bus full of hostages in a Hollywood movie or a high profile discussion at the UN. But negotiation or interacting with people strategically is a part of our daily lives - employers and employees negotiate over employment terms, companies negotiate with suppliers, customers with sellers and even children with their parents. Prof Gaylen Paulson, from the McCombs School of Business, University of Texas at Austin shared some of these ideas about negotiation and how to manage strategic influence in competitive situations with the students at IIPM Bangalore on 25 October 2010. He explored ideas in a lively session filled with stories and activities and anecdotes to illustrate how the most important lesson in negotiation is that we should think of the other party's needs and try to meet them so that our needs are met. This counter intuitive idea he said is the pillar for getting a better outcome than getting into a competitive mode where we always think about winning or losing and treat everything as a zero sum game and don't think outside the box. Creativity indeed is the key to negotiating a better solution!

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