Think Fast Talk Smart: Communication Techniques 142. Power and Persuasion: Live Insights from Stanford Experts
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May 14, 2024 
In this engaging discussion, Michelle Gelfand, a cross-cultural management expert, delves into the dynamics of negotiation and the impact of cultural tightness versus looseness on behavior. Brian Lowery unpacks the societal implications of racial perceptions and the quest for meaning beyond achievements. Deborah Gruenfeld shares insights on power dynamics and personal presence, while Zakary Tormala explores the art of persuasion and the significance of word choice. This lively panel offers rich perspectives for enhancing communication skills and understanding diverse environments.
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Interest-Based Negotiation
- Balance firmness on your own interests with listening to your counterpart's priorities.
- Understand their underlying interests to create win-win situations.
Orange Negotiation
- Two sisters fighting over an orange illustrate interest-based negotiation.
- Discovering one wants the peel and the other the pulp leads to a win-win.
Minding Your Metaphors
- Be mindful of negotiation metaphors (battle, sport, dance, etc.).
- Choose metaphors appropriate for the situation and create shared metaphors with counterparts.
