d.MBA
84- Negotiation and Business Design: Creating Value for All Parties Involved
Apr 20, 2023
In this podcast, Alen and special guest Jo discuss the power of empathy in negotiation, the practical application of negotiation frameworks, and the similarities between negotiation and business design. They also emphasize the importance of preparation, share their experiences with negotiation, and highlight the need to understand goals and build relationships in negotiation.
28:48
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Quick takeaways
- Adopting an integrative negotiation mindset can lead to a more favorable result by understanding the interests and priorities of both parties to create a larger pie.
- Preparation and empathy are crucial in successful negotiation, and using a framework like 'topics, targets, and trade-offs' helps set clear goals and enables a more informed and collaborative negotiation.
Deep dives
Shifting Mindset: From Competitive to Collaborative Negotiation
Negotiation can be seen as a collaborative process where both parties work together to achieve a better outcome. Instead of approaching it with a win-lose mindset, known as distributive negotiation, adopting an integrative negotiation mindset can lead to a more favorable result. Integrative negotiation focuses on understanding the interests and priorities of both parties to create a larger pie. By identifying trade-offs, finding mutually beneficial solutions, and learning more about the other person's interests, negotiation becomes a conversation rather than a conflict. This collaborative approach to negotiation is similar to business design, where creating value for users and building a sustainable business case go hand in hand.
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