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1074: How to Improve Negotiations–without Compromising–with Dr. Joshua N. Weiss

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Jul 10, 2025

Guest

Joshua Weiss

Dr. Joshua N. Weiss, a negotiation expert and Senior Fellow at the Harvard Negotiation Project, shares insights on improving negotiation skills without the need to compromise. He discusses common pitfalls in negotiation and offers a five-step strategy to revive stalled discussions. Notably, he emphasizes the significance of emotional intelligence and mental reframing in negotiations, encouraging a focus on motivations rather than mere agreements. Listeners are inspired to embrace challenges as opportunities for growth in their negotiation journeys.

44:19

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ANECDOTE

Take It or Leave It in Closet

During a merger negotiation, the opposing lead walked into a closet instead of leaving, accidentally pausing the negotiation theatrics.
This unexpected moment opened room for dialogue and eventually led to a successful deal.

insights

INSIGHT

Negotiation Happens Everywhere

Most people negotiate daily without realizing it, yet they lack formal training and struggle because their assumptions about negotiation are wrong.
Negotiation requires strategy and preparation, similar to other complex job skills.

insights

INSIGHT

Avoid Leading With Compromise

Compromise is a lazy and ineffective negotiation approach that often leads to giving up something important.
Negotiation should focus on meeting your objectives, not just reaching any agreement.

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Negotiation Unpacked: Beyond Compromise

01:32 • 16min

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Navigating Negotiation Failures

17:10 • 16min

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Harnessing Emotional Intelligence in Negotiations

32:45 • 4min

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Embracing Growth Through Negotiation Challenges

36:51 • 2min

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Exploring Innovative Strategies in Conflict Mediation

39:05 • 2min

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Strategies for Effective Negotiation and Success

41:24 • 3min

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Negotiating the Non-Negotiables

How to Resolve Your Most Emotionally Charged Conflicts

Dan Shapiro

Daniel Shapiro's 'Negotiating the Nonnegotiable' delves into the intricacies of resolving conflicts rooted in identity and deeply held values. The book emphasizes the importance of recognizing and understanding the emotional drivers behind seemingly intractable disputes. Shapiro introduces a framework for navigating these difficult conversations by fostering empathy, respect, and a willingness to explore underlying needs. He provides practical strategies for de-escalating tensions, building trust, and finding common ground. The book aims to equip readers with the tools to address even the most emotionally charged conflicts constructively, leading to more positive and sustainable outcomes.

The Book of Real World Negotiations

Successful Strategies From Business, Government, and Daily Life

Joshua Weiss

In 'The Book of Real-World Negotiations', Dr. Joshua N. Weiss presents 25 case studies that demonstrate effective negotiation strategies in diverse settings. These examples span business, government, and daily life, showcasing how to achieve successful outcomes. The book emphasizes understanding the underlying motivations and drivers of all parties involved. By examining these cases, readers can gain insights into the dynamics of negotiation and learn to navigate complex situations. Weiss highlights the importance of information exchange, creative problem-solving, and avoiding unnecessary compromises. The book serves as a practical guide for improving negotiation skills and achieving objectives in various contexts.

David and Goliath

Underdogs, Misfits, and the Art of Battling Giants

Malcolm Gladwell

In 'David and Goliath', Malcolm Gladwell challenges conventional wisdom about obstacles and disadvantages. He uses the biblical story of David and Goliath as a starting point to explore various cases where underdogs have triumphed over more powerful opponents. The book delves into topics such as the benefits of 'desirable difficulties', the impact of dyslexia on successful individuals, and the dynamics of successful and unsuccessful strategies in different contexts, including warfare, education, and social movements. Gladwell argues that what appears to be a weakness can often be a strength, and that too much power or advantage can sometimes be counterproductive.

Getting to yes

negotiating agreement without giving in

William Ury

Roger Drummer Fisher

Bruce Patton

Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation. This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria. The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties. It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties.

Blink

The Power of Thinking Without Thinking

Malcolm Gladwell

In 'Blink', Malcolm Gladwell explores the concept of 'thin-slicing', the ability of our unconscious mind to make rapid decisions based on limited information. The book delves into both the strengths and pitfalls of this process, using examples from various fields such as psychology, medicine, sales, and law enforcement. Gladwell discusses how these snap judgments can be both incredibly accurate and sometimes tragically wrong, influenced by factors like prejudice, stereotypes, and psychological priming. He also examines how experts develop their intuitive judgment through experience and training, and how stressful situations can affect our decision-making abilities.

Getting Back to the Table

5 Steps to Reviving Stalled Negotiations

Joshua Weiss

The Tipping Point

How Little Things Can Make a Big Difference

Malcolm Gladwell

In The Tipping Point, Malcolm Gladwell examines the phenomenon of social epidemics and how ideas, products, and behaviors spread rapidly. He introduces three key principles: the law of the few (the role of connectors, mavens, and salespeople in spreading ideas), the stickiness factor (how messages or trends must be memorable to spread), and the power of context (how environment and circumstances influence human behavior). Gladwell uses various examples, such as the rise in popularity of Hush Puppies shoes, the decline in New York City's crime rate, and the success of children's TV programs like Sesame Street, to illustrate these concepts. The book provides insights into how small changes can lead to large-scale social and behavioral transformations.

Dr. Joshua N. Weiss discusses the major misconceptions surrounding negotiations—and offers five steps to build your confidence and resilience as a negotiator.

— YOU’LL LEARN —

1) The big negotiation mistake most people make

2) The mental reframe that helps you negotiate better

3) The five-step strategy to reviving stalled negotiations

Subscribe or visit AwesomeAtYourJob.com/ep1074 for clickable versions of the links below.

— ABOUT JOSH —

Dr. Joshua N. Weiss is a renowned negotiation and conflict resolution and leadership expert. As a Senior Fellow at the Harvard Negotiation Project and co-founder of the Global Negotiation Initiative at Harvard University, Dr. Weiss brings unparalleled expertise to his field. He also directs the MS in Leadership and Negotiation program at Bay Path University and runs a private consulting firm, offering tailored negotiation and conflict resolution, and leadership solutions for businesses, organizations, international entities, governments, and individuals.

• Book: Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations

• Book: The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life

• Study: “Trajectories Toward Peace: Mediator Sequencing Strategies in Intractable Communal Conflicts”

• Website: JoshuaNWeiss.com

— RESOURCES MENTIONED IN THE SHOW —

• Book: Getting to Yes: Negotiating Agreement Without Giving In by William Ury and Robert Fisher

• Book: Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts by Daniel Shapiro

• Book: The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell

• Book: Blink: The Power of Thinking Without Thinking by Malcolm Gladwell

• Book: David and Goliath: Underdogs, Misfits, and the Art of Battling Giants by Malcolm Gladwell

• Book: Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering by Malcolm Gladwell

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