Join Hillary Clinton, former Secretary of State, as she shares insights on negotiating with tough counterparts like Vladimir Putin. Acclaimed artist Jeanne-Claude reveals strategies for winning over stakeholders for her ambitious installations. Former Secretary of State James Baker discusses the significance of personal relationships in diplomacy, while ex-Disney CEO Bob Iger reflects on transformative business negotiations. Lastly, Juan Santos, Colombia's former president, recounts his peace negotiations with guerrilla groups, emphasizing the power of connection and trust.
Building rapport at the negotiation table, like Hillary Clinton's research into Putin's interests, significantly boosts the odds of success.
Strategic actions taken away from the table, such as coalition-building by Juan Manuel Santos, can transform the negotiation landscape favorably.
Establishing strong relationships, as demonstrated by Bob Iger's acquisitions, is crucial for facilitating richer negotiations and mutual understanding.
Deep dives
Tactics at the Negotiation Table
Negotiation is significantly impacted by initial tactics at the table where personal connections are established. Building rapport with counterparts can enhance the chances of a successful outcome, particularly when facing hostility. For instance, Hillary Clinton used her prior research into Vladimir Putin's interests, specifically his passion for wildlife conservation, to create a bridge during negotiations. Such tactics serve as a foundational element, allowing negotiators to steer the conversation toward substantive issues while maintaining a constructive atmosphere.
Influencing Negotiation from Afar
Successful negotiations often hinge on actions taken away from the negotiation table to strategically alter the setup before face-to-face discussions begin. Skilled negotiators, like Juan Manuel Santos, utilized their relationships with key regional figures to reinforce their negotiating positions. By engaging Venezuelan President Hugo Chavez and facilitating coalition-building with other countries, Santos expanded the negotiation landscape to include external influences that improved his chances of success against the FARC guerrillas. These preparatory moves underscored the importance of laying groundwork before formal negotiations unfold.
Creative Setup Moves and High-Stakes Negotiations
John Branca's experience in negotiating with Sony after Michael Jackson's death highlights the critical role of setup moves, especially when facing strong opposing positions. Faced with a surprise buy-sell provision, Branca effectively bought time and rallied potential backers while simultaneously creating uncertainty for Sony. By broadening the scope of negotiation to include other powerful parties such as Cobalt and YouTube, he reshaped the terms under which discussions proceeded. This strategic maneuvering allowed him to improve the estate's negotiating position significantly.
The Importance of Relationships in Negotiation
Relationships play a crucial role in negotiation dynamics, facilitating deeper understanding and compromise between parties. Historical examples from James Baker and Henry Kissinger illustrate how strong personal bonds with foreign counterparts yield better negotiation outcomes. Bob Iger's acquisitions of Pixar, Marvel, and Lucasfilm further emphasize that forging trust and respect ensures smoother negotiations, highlighting the need for mutual recognition of interests. Such relationships can serve as invaluable assets during high-stakes negotiations, where underlying interests must be revealed for effective resolution.
Strategic Lessons from Negotiators in Diverse Sectors
The experiences of various notable negotiators across sectors, such as diplomacy and business, provide valuable insights into effective negotiation strategies. The interplay between at-the-table tactics and away-from-the-table setup moves emphasizes the multifaceted nature of negotiation. Tactics are enhanced by thoughtful relationship-building and strategic actions that establish favorable conditions for discussing critical issues. Embracing these lessons allows negotiators to navigate complex situations and achieve successful outcomes through strategic foresight and preparation.
“At the table moves”—including establishing rapport, connection, and relationships—include Hillary Clinton dealing with Vladimir Putin, artist Jeanne-Claude, who with her husband Christo, won over countless stakeholders to build their massive outdoor art installations, as well as former Secretary of State James Baker, and Disney CEO Bob Iger. Protagonists whose “away from the table” moves to shape the underlying situation in their favor include former Colombian President Juan Santos dealing with a guerrilla group, Christiana Figueres quietly building powerful external support prior to the Paris climate negotiations, former Goldman Sachs managing partner Steve Friedman, and music industry super-lawyer John Branca hit with a surprise buy-sell demand from Sony—that held all the financial and legal cards.
Production Details:
I am deeply grateful to Harvard for giving me permission to use audio excerpts from interviews I’ve conducted over the years with various Great Negotiator honorees and U.S. Secretaries of State, often with colleagues and friends such as Robert Mnookin of Harvard Law School and R. Nicholas Burns, formerly of Harvard’s Kennedy School.
