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Program on Negotiation, Harvard Law School

2 resources from Program on Negotiation, Harvard Law School we point founders to, and the questions each answers.

📖 Book
✓ Link checked Paid Beginner

Why we picked it This is the foundational text on separating people from the problem and negotiating on interests rather than positions, which is exactly what you need when a price fight starts to feel like a personal standoff. It gives you a repeatable framework, interests, options, objective criteria, you can bring into any Indian buyer conversation, not just a bag of tricks. Read it once and the framework stays with you.

Getting to Yes: Negotiating Agreement Without Giving In

From Program on Negotiation, Harvard Law School by Roger Fisher, William Ury, Bruce Patton 240 pages

  • Negotiate on the underlying interest, like cash flow or budget approval, not the stated position on price.
  • Use objective criteria, like market rate or comparable deals, to anchor a fair number.
  • Separate the relationship from the specific term you are disagreeing on.
Open pon.harvard.edu →
Answers How do I sell in India where buyers negotiate hard on price and payments come in late?
📄 Article
✓ Link checked Free Beginner

Why we picked it This explains the actual mechanism behind starting higher than feels comfortable: whoever names a number first shapes the entire rest of the negotiation, even when that number is somewhat arbitrary. It is written for negotiators generally, not founders specifically, but the research it cites is the reason anchoring works at all. Read it to understand why the number you say first matters more than you think.

Price Anchoring 101

From Program on Negotiation, Harvard Law School ~7 min read

  • The first number named in a conversation anchors everything that follows, even if it is somewhat arbitrary.
  • Making the first offer generally produces a better outcome than waiting for the other side to name a number.
  • An anchor set too far outside a credible range damages trust rather than helping you.
Open pon.harvard.edu →
Answers How do I price my product when I am selling it myself and have no comparable competitors?
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