We love to tell negotiation stories that end in triumph—clever closing tactics, brilliant last-minute saves, high-stakes brinkmanship. But according to Harvard Business School’s Max Bazerman, that focus is misplaced. Most negotiations aren’t won (or lost) at the table. They’re shaped long before the first offer is made. In this HBR Executive Masterclass, Bazerman—renowned negotiation expert and author of Negotiation: The Game Has Changed—explains how great negotiators frame the conversation, build the relationship, and shape the context that will govern everything that follows. Bazerman argues that too often, leaders fall into a tactical “fixed-pie mindset”—the belief that any gain comes at the expense of the other party. But when leaders recognize that different parties value different things, it unlocks powerful strategic possibilities to uncover differences and create value for everyone. Go Deeper What People Still Get Wrong About Negotiations by Max H. Bazerman HBR, Jan-Feb 2025 (25-minute read) Don’t Let Anchoring Bias Weigh Down Your Judgment by Helen Lee Bouygues HBR.org, Aug 30 2022 (10-minute read) Negotiate Like a Pro by Scott Walker HBR, Mar-Apr 2024 (25-minute read) Contract Negotiations Should Be Collaborative, Not Adversarial by Tim Cummins and Daniel J. Finkenstadt HBR.org, Dec 18 2024 (10-minute read)
