Barry Nalebuff on negotiation: "We're here to create a big pie."
Are you?good at negotiation?
Your salary. Your new home. The number of times you make dinner for your family in a week. Negotiation is one of those life skills that, across every field, often separates the merely accomplished from the radically successful.?
Because most of us work—and live— with other people. And negotiating is at the heart of meaningful collaboration.
Today’s?guest is?Barry Nalebuff. He’s a serial entrepreneur?and a management professor at Yale. He’s written several books on business strategy and game theory. His latest book is?Split the Pie: A Radical New Way to Negotiate.?
Barry says there should be?a principled way to negotiate. He thinks we should think about the other side. And why we should never say no immediately in a negotiation.?
And, I’ll just say that I needed this conversation. Personally. I get timid when I try to negotiate. My hands clam up. My voice gets softer. I get scared.?This?is what Barry had to offer:
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hello jessi hempel
Independent thinker passionately collaborating to help the energy industry be low-cost and reliable.
1 年This is excellent.
Materials & Process Engineering, R&D, Manufacturing
1 年Central theme should be striving for the win-win, which in some negotiations doesn't exist.? Either way, my consistent advice is to negotiate from a position of strength, regardless of whether your position is actually perceived as strong.? Be clear about wishes, but avoid demands.? Listen carefully to understand the other side's priorities. 2
Managing Director at Accenture Federal Services
1 年Such a key point. It’s not about taking away the win. It’s got to be about finding ways to make all parties successful. I learned this from my mentors over and over and it is a (the?) major driver in how I approach my work every day.