Victoria Medveds

Dr. Victoria Medvec, a negotiation expert and Kellogg School of Management professor, shares her insights on high-stakes negotiations. She emphasizes the importance of understanding BATNA—Best Alternative to a Negotiated Agreement—and finding ways to analyze both parties' weaknesses. Listeners learn about the intricacies of M&A negotiations, the benefits of making the first offer, and overcoming common pitfalls like deal fatigue. Medvec also addresses generational differences in negotiation styles and the importance of face-to-face communication for success.