In November 2010, Jeff Weiss and Jonathan Hughes, along with Major Aram Donigian, published an article in HBR 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.
In this follow-up piece, published in HBR's Ideas in Practice, the authors explain more about how readers could apply these negotiating principles to their own situations.
For more on this topic, please visit our Negotiation page.