Negotiate Anything Harvard’s Sheila Heen Reveals Why We’re All Negotiating the Wrong Way
10 snips
Jun 16, 2025 
Sheila Heen, a Harvard Law professor and co-author of 'Difficult Conversations,' dives deep into the art of negotiation. She discusses the dangers of the blame game and emphasizes the power of responsibility in fostering collaboration. Heen highlights the emotional dynamics at play during negotiations, advocating for authenticity over suppression. Listeners learn about the importance of navigating difficult discussions with a focus on clear communication and the evolving landscape of negotiation in the digital age.
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Shift from Blame to Contribution
- Blame is natural but hinders trust and productivity in conflicts.
- Shifting focus from blame to joint contribution fosters understanding and problem-solving.
Own Your Part Early
- Own your contribution to the problem early to build trust.
- Clarify it's not about blame but about fixing the issue together.
Understanding Power Dynamics
- Power is fluid and context-dependent, shifting by situation.
- Persuasive power complements unilateral power in influencing outcomes.
