Negotiate Anything How to Discuss What Matters Most with Sheila Heen
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Jan 19, 2025 
Sheila Heen, a Harvard Law School professor and co-author of the bestselling 'Difficult Conversations,' shares her expertise on negotiation and conflict resolution. She discusses how negotiation techniques have evolved over the years. Sheila emphasizes the importance of shifting from blame to contribution in tough discussions, enabling better collaboration. They delve into understanding power dynamics, highlighting the role of vulnerability and receptivity in effective communication. Practical strategies abound for enhancing dialogue in both personal and professional settings.
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From Blame to Contribution
- In conflicts, people focus on blame, wanting to know whose fault it is.
- Shifting from blame to joint contribution helps find solutions instead of assigning fault.
Embrace Joint Contribution
- Take responsibility for your contributions to the problem early in the conversation.
- This shows you're not blaming and invites the other person to do the same.
Understanding Power Dynamics
- Power in conversations is the ability to influence others and make things happen.
- It's fluid, context-dependent, and not zero-sum; listening increases your influence.
