
104 - How to Negotiate
No Dumb Questions
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Empathy and Principled Negotiation in Action
Exploring the contrast between positional bargaining and principled negotiation, this chapter uses a story of a construction company and a neighborhood to illustrate the power of empathizing with the other party for more productive negotiations. It emphasizes understanding emotions, separating people from the problem, and identifying underlying needs as crucial components of successful negotiation strategies.
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