Think Fast Talk Smart: Communication Techniques

72. Quick Thinks: Talk It Out – How to Successfully Negotiate and Resolve Conflict

Nov 22, 2022

Professor Michele Gelfand, an expert in organizational behavior and cross-cultural management at Stanford, joins the conversation to shed light on the art of negotiation. She emphasizes the power of creativity and cultural intelligence in resolving conflicts, stressing that effective negotiation is about meeting everyone’s needs. Gelfand shares strategies for listening to diverse viewpoints and using storytelling to navigate conflicts. Her insights reveal how the best negotiators are those who craft collaborative solutions that benefit all parties involved.

13:04

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Episode guests

Michele Gelfand

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Quick takeaways

Effective negotiation involves understanding both parties' values for creative solutions.

Metaphors in negotiation influence behavior and collaboration, emphasizing the need for shared metaphors.

Deep dives

Negotiation Tips and Strategies

Negotiation research emphasizes understanding the other party's priorities, as creative deals often stem from divergent interests. Effective negotiation involves gaining insights into the values of both sides rather than just splitting resources equally. Michelle Gelfand highlights the importance of not being overly competitive or cooperative, urging individuals to discover creative solutions through active listening and empathy.

Negotiation Effectiveness in Intercultural Contexts

01:32

Intro

2min

Negotiation Strategies: The Art of Creativity and Cultural Intelligence

5min

Navigating Negotiation and Conflict Through Listening and Understanding

6min

When it comes to negotiating and managing conflict, Professor Michele Gelfand says it’s time to get creative.

Everybody has wants and needs. So what do we do when our priorities compete with those of other people? According to Gelfand, a professor of organizational behavior, negotiations and conflict management are exercises in creative problem-solving, ones where we look for ways to not only get what we want, but for those on the other side of the table to get what they want too. “The best negotiators tend to be the most creative,” says Gelfand.

In this episode of Think Fast, Talk Smart, Gelfand joins Matt Abrahams to discuss how creative communication can help us find solutions where everybody wins.

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