Psychological Influence in Negotiation

This Harvard Business School Working Knowledge paper begins to put together research on negotiation and on influence and persuasion. Some consider the use of research on influence and persuasion to develop negotiation stance and strategy as unethical practice. In negotiation, however, isn’t that what we’re trying to do? Influence the other party? Is doing it less conciously and in a less educated way somehow more virtuous? As a negotiator for my business, it’s my job to be as educated as possible about the tactics that others may use to persuade me, and to understand how I can become a more effective negotiator. Over the longer term, that means win-win solutions. In terms of negotiation, it’s hard to be more ethical than that.