Speak Up: Develop Your Executive Presence & Leadership Communication Style 519: Stop Compromising Too Fast with the Executive Presence Skill That Changes Every Negotiation Outcome
Jan 14, 2026
Join negotiation expert Joshua N. Weiss, co-founder of Harvard's Global Negotiation Initiative, as he shares insights on reviving stalled negotiations. He reveals why successful negotiations often hinge on hidden emotional dynamics and the importance of persistence. Joshua introduces a 4-point magnitude scale to assess negotiations and explains how managing emotions can prevent missteps. He emphasizes the value of uncovering true interests instead of settling for premature compromise, making a strong case for negotiation as a collaborative process.
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Failures Are Fixable Human Problems
- Negotiation failures are human-made problems with fixable causes rather than acts of nature.
- Great negotiators refuse to accept 'no solution' and persist with the right mindset and collaboration.
Positions Are Just The Iceberg Tip
- Positions are the visible tip while interests lie under the surface like an iceberg.
- Hidden interests—emotional or practical—often determine whether deals succeed or fail.
Name Emotions To Prevent Silent Killers
- Manage and name emotions instead of pretending they don't exist to avoid silent misunderstandings.
- Say briefly how you feel (e.g., 'I'm a bit frustrated') to prevent assumptions from wrecking the process.
