All In The Mind cover image

All In The Mind

The Art of Negotiation: mind games and emotional intelligence

Sep 17, 2022
Exploring negotiation during the Vietnam War, emotional intelligence in negotiation, navigating challenges and leveraging BATNA, unconventional strategies and likability in business negotiation, dimensions and challenges faced by women and people of color in negotiations.
30:00

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Quick takeaways

  • Power dynamics can be manipulated in negotiations through details like food, drink, and table shape.
  • Emotional intelligence is crucial in negotiations for establishing a bond and achieving successful outcomes.

Deep dives

The Battle of the Tables: Negotiating Symbolic Power

During the Vietnam War, negotiations for peace stalled over the issue of how the Southern insurgents would be represented. Various table shapes were proposed but rejected due to symbolic power dynamics. Finally, a round table with two rectangular tables on either side was agreed upon, although the negotiations were ultimately ineffective as the war continued for seven more years.

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