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Making Connection as Critical Moves in Negotiation
Author(s) -
Kolb Deborah M.
Publication year - 2020
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12315
Subject(s) - negotiation , curiosity , key (lock) , connection (principal bundle) , work (physics) , face (sociological concept) , public relations , social psychology , psychology , political science , sociology , computer science , law , engineering , computer security , social science , mechanical engineering , structural engineering
Using transcripts from the Program on Negotiation’s Great Negotiator Award seminars, as well as teaching cases based on the work of the Great Negotiators, this article analyzes how several of these Great Negotiators worked to make connections and establish good working relationships with their negotiating counterparts. Connection requires taking on a stance of curiosity about one's counterparts, cultivating good relationships as a way to learn about them and their priorities, using moves that facilitate their ability and willingness to negotiate, and helping them save face in front of their key constituencies. Making connected moves at the moment can lead to turning points in a negotiation.