The Very Short Introductions Podcast Negotiation – The Very Short Introductions Podcast – Episode 53
Oct 6, 2022
In this installment, Carrie Menkel-Meadow, a distinguished professor in law and political science with nearly 40 years of experience, dives into the art of negotiation. She explains negotiation as a vital skill for personal and professional interactions. Topics range from the importance of context in shaping negotiation styles to how asking simple questions can unlock mutual gains. Carrie also highlights cognitive biases that can affect outcomes and the significance of trust and ethics. Her insights bridge the gap between theory and practical application.
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From Courtroom Wins To Creative Solutions
- Carrie Menkel-Meadow shifted from winning court cases to seeking creative negotiated solutions instead of brittle wins and losses.
- She recounts moving from litigation to problem-solving negotiation to achieve more durable outcomes.
Negotiation Is Decision-Making
- Negotiation is a decision-making process that includes self-negotiation and choices about future actions.
- Carrie emphasizes thinking about others' interests to create joint gains rather than just pushing your own agenda.
Analyze Context And Interests First
- Analyze context and the nature of the resource before choosing a negotiation approach.
- Identify whether interests are competitive or complementary to find opportunities for joint gain.
