Negotiate Interests, Not Positions

We’re constantly negotiating in our everyday lives—deciding where to go to dinner, haggling with sellers on Facebook Marketplace—but when it comes to higher-stakes conversations, clinching the deal can be daunting. In today’s episode, Frances calls on her colleague Deepak Malhotra for his expert advice at the negotiating table. They discuss how to balance flexibility and assertiveness, the pivotal role of empathy in conflict resolution, and the critical difference between interests and positions. Deepak also gives his take on the breakdown in talks over the WNBA's new collective bargaining agreement and shares plans for his new AI negotiation advisor.

Hosts & Guests

Anne Morriss (Instagram: @annemorriss | LinkedIn: @anne-morriss)

Frances Frei (Instagram: @francesxfrei | LinkedIn: @francesfrei)

Deepak Malhotra (LinkedIn: @prof-malhotra)

Links

https://anneandfrances.com/

https://www.hbs.edu/faculty/Pages/profile.aspx?facId=189290

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For the full text transcript, visit ted.com/podcasts/fixable-transcripts

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