Evasion Strategies in Bargaining: Safeguarding Yourself Against Underhand Maneuvers
The Program on Negotiation at Harvard Law School offers a special report titled "Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator." While this report does not provide specific information on how to build powerful negotiation skills or become a better dealmaker and leader, it does offer valuable insights into negotiation strategies that can improve outcomes and perceptions.
One such strategy is the use of Multiple Equivalent Simultaneous Offers (MESOs). According to recent research, MESOs have been empirically shown to help negotiators create and claim more value while being perceived as more flexible and accommodating by the other party. This increased transparency and flexibility could potentially reduce the incentive or opportunity for deceptive tactics, though a direct connection to deception reduction is not explicitly stated.
However, it's important to note that while empirical research supports tactics like MESOs, specific empirical evaluation of a well-defined list of 10 proposed moves targeting the reduction of deception is not present in the current literature or search results. Further targeted research would be needed to confirm the effectiveness of each proposed move in reducing deceptive behavior in negotiation.
It's also worth mentioning that in a lab experiment, using moves to deter deceptive tactics in negotiation were found to be ineffective when used too late in the negotiation process. Proactively using these strategies throughout the negotiation process can help promote more honest behavior and avoid failed negotiation.
Unfortunately, some participants in the experiment combined these tactics with their own unethical behavior. This underscores the need for further research to test the effectiveness of these moves at reducing deceptive tactics in negotiation.
For those seeking additional resources on negotiation strategies, the Program on Negotiation at Harvard Law School provides a variety of resources, including "Dear Negotiation Coach: Making a Deal When You Have Anxiety", "Appealing to Sympathy When Dealing with Difficult Situations", "Distributive Bargaining Strategies", "The Anchoring Effect and How it Can Impact Your Negotiation", and "When a Job Offer is 'Nonnegotiable'".
In conclusion, while the effectiveness of specific moves to reduce deception in negotiation is still a topic for further research, strategies like MESOs have shown promise in improving negotiation outcomes and perceptions. It's crucial to approach negotiation with a proactive mindset, using strategies throughout the process to promote honesty and avoid failed negotiations.
- The Program on Negotiation at Harvard Law School, beyond the special report on negotiation skills, offers additional resources such as "Dear Negotiation Coach: Making a Deal When You Have Anxiety", which provides training on dealing with anxious situations in business careers.
- A well-defined list of 10 proposed moves targeting the reduction of deception in negotiation is not present in the current literature or search results, indicating a need for further research in this area.
- Leadership in business can benefit from the use of Multiple Equivalent Simultaneous Offers (MESOs), a negotiation strategy empirically shown to improve outcomes and perceptions, while also appearing more flexible and accommodating.
- In finance and law, research has shown that proactively using moves to deter deceptive tactics in negotiation can promote more honest behavior and help avoid failed negotiation, but similar research is needed to confirm the effectiveness of each move in reducing deceptive behavior.
