How to Change a Negotiator's Opinion

You've looked at people who are successful negotiators and successful debaters. What are some of the techniques they use that the rest of us might not think to do, you know, right off the bat in terms of engaging with an opponent? Okay. So there's a classic study by Neil Rackham and colleagues of expert versus average negotiators where they compare what their habits are. And there are a few things that differentiate the experts from the average negotiators. One is they spend a lot more time both in their planning and in their actual negotiations thinking about common ground.