Harvard Business Review on Extreme Negotiations – great stuff

Extreme negotiations - conjures up some great images. Getting yourself set free to escape a psychopathic pyromaniac who has you tied up in a basement? Peace in the Middle East? Persuading your partner that you really DID miss the last train and had to spend the night on your old boy/girlfriend's sofa....

No, not quite. But here is something that is absolutely essential reading for any procurement person with the slightest practical or theoretical interest in negotiation.  An interview / paper with Jeff Weiss, who is codirector of the West Point* Negotiation Project, and Jonathan Hughes** which relates back to an HBR paper (that I didn’t see first time round) from November 2010 titled “Extreme Negotiations”.

What they do mean is negotiation “under duress” - when you are in a particularly difficult situation, in a business or other context – a very dominant single source supplier for instance, or quite literally, in a war situation. (The co-author of the original paper was Major Aram Donigian, and it draws on experience from Afghanistan). And both this interview and the original paper are full of great advice.

This interview was only recently published as far as I know, so I hadn't seen it when we did our recent post on negotiation and NLP - honest! Because they say, “power in extreme negotiations comes more from preparation than from how glib or agile you are at the negotiation table".


We may well come back to this work at a later date, but do take a look if you have any interest in negotiation.

* My cousin, ex-Swansea Uni for 40 years plus, is lecturing at West Point on a particular aspect of international medieval history - bonus point if you can work out why that might be particularly relevant to West Point, the USA military university / academy. 

**It is very confusing that two of the perhaps top ten global thinkers in our profession at the moment are Jonathan Hughes (US, Vantage Partners) and Jon Hughes (UK, Future Purchasing etc.)  They've even worked together on papers, which gets even more confusing...

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  1. Dan:

    Your cousin isn’t lecturing about the Crusades is he?

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