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New tools for Negotiators
Negotiations are the stuff of business life, but they are increasingly complex, involving many interested parties and enormous amounts of money. Most advice on how to conduct negotiations is, by contrast, rather simple. Although sophisticated computer simulation models do exist, few business leaders are comfortable surrendering their judgment to advanced mathematics.
The take-away: Five easy-to-use tools help negotiators in complex deals arrive at a negotiating position that is not only acceptable to them but also palatable to other parties. These practical negotiating tools are based on the same logic as game theory simulations but don't require an elaborate computer model.
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© 1992-2003 McKinsey & Company, Inc
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