Worklife with Adam Grant The Science of the Deal
19 snips
Mar 24, 2020 Great negotiators know that it’s possible to achieve results without compromising relationships. Delve into emotional challenges in negotiations and how to overcome the fear of asserting your worth. Discover the importance of flexibility and understanding in crafting collaborative agreements. Hear about personal stories, like one man's quest for free Cinnabons, which highlight creativity in negotiations. Finally, explore the monumental task of the Paris Climate Agreement and how trust among nations can lead to innovative global solutions.
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Grace's Underpayment
- Grace Song, a high-performing employee, was consistently underpaid for six years.
- She never asked for a raise due to her people-pleasing nature and fear of rocking the boat.
Adam's Early Negotiation Struggles
- Adam Grant shares his early negotiation struggles, losing money due to agreement bias.
- He accepted bad deals instead of pushing for better ones, highlighting the dangers of excessive agreeableness.
Anchoring
- Make the first offer in negotiations, as it sets the anchor.
- First offers significantly influence the final agreement, giving you an advantage.