The Insightful Leader In Workplace Negotiations, Put the Relationship First
Nov 10, 2025
Leigh Thompson, a Kellogg professor specializing in negotiations, shares her insights on workplace bargaining. She emphasizes the importance of building rapport before negotiating to foster better relationships. Leigh discusses collaborative approaches for addressing supplier issues and offers strategies for negotiating headcount during hiring freezes using data-driven arguments. Additionally, she advises on coaching long-tenured employees to reskill by co-creating development plans. The overarching theme is putting relationships first to ensure mutual benefits in negotiations.
AI Snips
Chapters
Transcript
Episode notes
Start With The Relationship
- People often focus on tactics and forget they're negotiating with another human being.
- Lead with your relational foot by building the relationship before using tactics.
Invite Problem Solving With Suppliers
- Don't open by threatening or demanding when a supplier under-delivers; invite problem solving instead.
- Begin by affirming the long-term relationship and ask permission to discuss the issue.
Prepare A Plan B Before Talking
- Research alternatives and prepare a plan B before confronting the supplier.
- Use your options to propose combinations like splitting orders across suppliers to meet needs.