Subscribing to the Program on Negotiations blog from the Harvard Law School I occasionally download free articles from this site. A recent article related to Sports Negotiation caught my eye and I downloaded it. I found in useful whether I am involved with business to business, business to government or within business negotiations. I am providing a link in case you want to download the article. It is 12 pages long. Here is an outline of the article.
With all the rage around professional sports, sport contracts, negotiations, and arbitration, I thought you may find this of interest too and learn something along the way.
Get your head in the game
Mistake number 1: Viewing negotiation as a fixed pie
Solution share information
Mistake number 2: Anchoring on the first offer
Solution reject anchors
Mistake number 3: Escalating commitment
Solution don't dwell on the past
Manage team dynamics
A rush on the field
The playbook changes
Gain a competitive edge
The presence of agents
Lack of alternatives
No zone of agreement
From competition to collaboration
Manage your agent
Insist on expanding the pie
Analyze the market
Create better alternatives
About the author
Mike Gregory is a professional speaker, an author, and a mediator. You may contact Mike directly at mg@mikegreg.com and at (651) 633-5311. Mike has written 12 books (and co-authored two others) including his latest book, The Collaboration Effect: Overcoming Your Conflicts, and The Servant Manager, Business Valuations and the IRS, and Peaceful Resolutions that you may find helpful. [Michael Gregory, ASA, CVA, MBA, Qualified Mediator with the Minnesota Supreme Court]
