{"id":1039,"date":"2012-11-26T20:42:25","date_gmt":"2012-11-26T20:42:25","guid":{"rendered":"http:\/\/www.artstrategies.org\/leadership_tools\/readinglist\/?p=1039"},"modified":"2014-02-12T10:24:19","modified_gmt":"2014-02-12T15:24:19","slug":"deal-making-2-0-a-guide-to-complex-negotiations","status":"publish","type":"post","link":"https:\/\/www.artsjournal.com\/fieldnotes\/2012\/11\/deal-making-2-0-a-guide-to-complex-negotiations\/","title":{"rendered":"Deal Making 2.0: A Guide to Complex Negotiations"},"content":{"rendered":"<p class=\"MsoNormal\">&#8220;Deal Making 2.0: A Guide to Complex Negotiations&#8221;<br \/>\nDavid A. Lax and James K. Sebenius<br \/>\n<em>Harvard Business Review<\/em>, November 2012<\/p>\n<p class=\"MsoNormal\">Negotiations can be like puzzles \u2013 with pieces that fit together in one way to achieve a coherent image<span style=\"color: #1f497d;\">. <\/span>I think of them as coalition building where the sequence and psychology is important but there may be several ways to achieve a positive end result.<\/p>\n<p class=\"MsoNormal\">In this HBR article, the authors lay out a sequence of events to manage complex and even historically difficult negotiations using as an example the Pacific Maritime Association\u2019s contract negotiations with the International Longshore and Warehouse Union. This quick read outlining a sequence for a concept they label \u201cnegotiation campaign\u201d is for anyone who has to manage negotiations of any size \u2013 from musicians\u2019 agreements to family vacations.<\/p>\n<p><a href=\"http:\/\/hbr.org\/2012\/11\/deal-making-20-a-guide-to-complex-negotiations\/ar\/1\">Deal Making 2.0: A Guide to Complex Negotiations &#8211; Harvard Business Review \u00bb<\/a><\/p>\n<p><em>Note: this article is available for purchase or free to those with a subscription to HBR.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Deal Making 2.0: A Guide to Complex Negotiations&#8221; David A. Lax and James K. Sebenius Harvard Business Review, November 2012 Negotiations can be like puzzles \u2013 with pieces that fit together in one way to achieve a coherent image. I think of them as coalition building where the sequence and psychology is important but there [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[136],"tags":[327,366],"coauthors":[27],"class_list":{"0":"post-1039","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-reading-list","7":"tag-harvard-business-review","8":"tag-negotiation","9":"entry"},"_links":{"self":[{"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/posts\/1039","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/comments?post=1039"}],"version-history":[{"count":0,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/posts\/1039\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/media?parent=1039"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/categories?post=1039"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/tags?post=1039"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.artsjournal.com\/fieldnotes\/wp-json\/wp\/v2\/coauthors?post=1039"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}