The Strategic Arms Limitation Talks between US President Richard Nixon and Soviet General Secretary Leonid Brezhnev were a milestone in the Cold War arms race.
Reminding yourself that you have choices can help you counter more aggressively and reduce anchoring in negotiations.
18 years of school trained you to answer questions. In real life? That ruins conversations. Someone says, "You're always late." You answer, "No I'm not!"—and boom, fight starts. Instead, try this: "I understand." Repeat what they said in your own words. Then ask an open…
An HBR Executive Masterclass with Max H. Bazerman.
In game theory, a Schelling point describes an intuitive focal solution people gravitate towards without direct communication. Named after its progenitor, economist Thomas Schelling, its reach extends to realms like negotiations, economics, and international affairs, driven by…
When does it happen, and how visible is it?
Chris Voss on our “dealmaker in chief” and the benefit of approaching life as a deal waiting to be made.
A forgotten Nixon-era negotiation offers urgent lessons for our new age of economic warfare.
Not everyone could have made the fraught decision to ration gasoline, that American lifeblood, and allocate scarce oil supplies to factories over motorists. But that’s what Simon did.
Turn a loss into future wins.
These five simple techniques can help you successfully negotiate anything—even when that involves speaking with a bully.
Negotiating effectively means proving that you’re a collaborator, not an adversary. To do that, you need to demonstrate that you’re attuned to your counterpart’s logic, emotions, and perspective. These strategies can help. Use short, simple vocal prompts. For example: “And?”…
In artificial intelligence, the capacity of Large Language Models (LLMs) to negotiate mirrors a leap toward achieving human-like interactions in digital negotiations. At the heart of this exploration is the NEGOTIATION ARENA, a pioneering framework devised by researchers from…
It was inevitable that the golf legend would be wooed away from the PGA Tour, writes Alan Shipnuck in an excerpt from his new book, LIV and Let Die. The question was who’d come along with him. “Everyone,” as one player puts it, “had a number."
The key to finding your power in any negotiation is preparation. Here's what to do.
Negotiation is tough. While no words work all the time, the following phrases can help keep you on track and serve notice to the other side.
The lesson in the Griner case is that public pressure can steer hostage negotiations in a direction that is disadvantageous to our side, but at least solves one case.
When people argue, a kind of frustration called persuasion fatigue can cloud their judgment and harm relationships
Arguing well isn’t just about winning. A philosophical approach will help you and the other person get much more out of it
Negotiating is something we do on a daily basis, be it at work or at home, and is key to ensuring that you always get the best outcome.
(Cross posted to LessWrong)
How to turn arguments from vicious battles into productive dialogues.
People, including negotiators, lie every day, so when you’re trying to make a deal, it’s important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has shown to be…
Insights into attitudinal restructuring and intra-organizational negotiations still hold the key to positive outcomes.
Notes from books and other interesting things that I've read. Table of contents at the end 👇 - mgp/book-notes
Buck up and get results.
Why did you sting me? You'll drown too
How does hostage negotiation get people to change their minds? The Behavioral Change Stairway Model was developed by the FBI’s hostage negotiation unit, and it...
Offering something reasonable isn’t enough.
Imagine you’re a product manager and a co-worker from Marketing comes to you with a feature request. Let’s call her ‘fictitious Annie’. She asks you, “Wouldn’t it be awesome if we built this amazing crypto-blockchain feature into our product?” Well…
It's possible to get a higher salary without taking anyone captive.
In this article, my goal is to show you what is negotiation for Product Managers and share 10 steps to influence without authority.
Whether you want a raise, different responsibilities, or more resources, knowing how to negotiate is vital. Here are 5 (non-sleazy, promise!) tricks straight from the car lot that will help you get what you want at work.
Learn the street epistemology conversation technique and how you can apply it at work.
Stop wielding your values as a weapon and start offering them as a gift.
The case for the argumentative theory of reason, as made by The Office
The long read: The troubled times we live in, and the rise of social media, have created an age of endless conflict. Rather than fearing or avoiding disagreement, we need to learn to do it well
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Bridge the divide with thoughtful conversation techniques, next-level listening, and a dip into the science of changing minds.
Three very different case studies — involving hostages in Afghanistan, a suicidal man in Calgary, and a tug-of-war between Brazilian and French businessmen — point to the importance of face, or reputation, in negotiations. To help you and your negotiating partners succeed, it is…
The book Honeybee Democracy, published in 2010, has been sitting on my shelf for many years.
Want to ask for a raise, lower your rent or haggle for the best price on a new car? Understanding how your brain works is the first step.
Big ideas, strong-willed characters, impossible deadlines and close quarters — if you wrote out a recipe for conflict, it might bear an uncanny resemblance to the high-stakes, pressure-cooker environment of a startup. We spoke with top engineers, seasoned managers and experts in…
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Because some people never outgrow being bullies.
How to be a better negotiator: tips from Christopher Voss, former international FBI hostage negotiator for 24 years
How do you get what you want out of a negotiation? United Nations negotiation trainer Alex Carter says the best methods center on recruitment, not rivalry. Whether you're asking for a raise or resolving a family dispute, she offers five simple tips for a successful discussion —…