While negotiating from a position of strength is certainly important many other factors influence where each party ends up. This article presents four factors that can have a tremendous impact on negotiation outcomes and provides guidance on what negotiators should be doing before either side starts worrying about offers counteroffers and bargaining tactics.

Harvard Business School professor Deepak Malhotra advises negotiators to resolve process before substance set expectations map out the negotiation space and control the frame. By following those steps managers position themselves for success at the bargaining table. Publisher s link hbs.edu faculty Pages item.aspx num FORTHCOMING ORGANIZATION Egypt WhatsApp Number List SCIENCE Scrutiny Norms and Selective Disclosure A Global Study of Greenwashing By Marquis Christopher Michael W. increased pressure to report environmental impacts some firms selectively disclose relatively benign impacts creating an impression of transparency while masking their true performance.



We identify key company and country level factors that limit firms use of selective disclosure by intensifying scrutiny on them and by diffusing global norms to their headquarters’ countries. We test our hypotheses using a novel panel dataset of public companies across many industries and headquartered in countries during – . Results show that firms that are more environmentally damaging particularly those in countries where they are more exposed to scrutiny and global norms are less likely to engage in selective disclosure.