Implementing Strategies in Extreme Negotiations
Jeff Weiss and Jonathan Hughes

This free item is only available for logged in members.


In November 2010, Jeff Weiss and Jonathan Hughes, along with Major Aram Donigan published an article in Harvard Business Review called “Extreme Negotiations”.  It described the temptations we all face when negotiating under duress – for example, acting too quickly or relying too much on coercion – and suggested that the principles of effective negotiation become even more important when the stakes are high and the pressure is on.  The authors used examples from military negotiations in Iraq and Afghanistan to illustrate those principles.

Harvard Business Review followed up with Weiss and Hughes to understand more about how readers could apply these negotiating principles to their own situations.