What can we learn from the Harvard MBA Class of 1979?

Let me expose the single biggest myth about negotiation by using an analogy....

If you are anything like most negotiators, you will intuitively know how to build upon the interests that you share with others. Less obvious sources of potential value are the differences that exist between people and organisations.....by trading on differences the possibility exists for you to create value that neither party could have created on their own.

In a research study done by Prof. Max Bazerman of Harvard University he discovered that almost all large companies had a clearly defined sales strategy and supporting sales process in place.

On the other hand, less than 1 in 5 companies had a clearly defined negotiation strategy or process in place.