The Best Way to Win a Negotiation, According to a Harvard Business Professor | Inc. 

The negotiation tweaks: 1. Hold a negotiation strategy meeting 2. Don’t reward people for coming up w/ the right strategy; reward people for good arguments 3. Asses what happens to you if there’s “no-deal”. Focus on what happens to them if “no deal” 4. Negotiate process before substance 5. Normalize the Process 6. Think about all the questions you need to ask the other side. Then add 10 more to the list 7. Ask the right questions. Asking “Why?” is 10x more important than asking “What?” 8. Prepare in advance for the toughest questions they may ask you. 9. It has been said that “whoever makes the first offer loses”. I completely disagree. 10. Never let you offer(numbers)speak for itself. Always tell the story that goes with it a. We are asking for X because ... b. We are asking for X, here is our model, analysis, assumptions c. The richer the narrative, the story the more the number sticks 11. Label your concessions. a. Zoom out - as negotiator manage the attributions made of you 12. Avoid mindless haggling ... by negotiating multiple interests simultaneously 13. Next time, don’t make an offer. Consider making multiple offers simultaneously 14. Initial reactions matter. If their offer is unacceptable, waste no time in conveying this. 15. Understand & respect their constraints. Why might the be rejecting your legit demands? 16. Beware. What looks like irrationality is usually ignorance or interests you don’t understand. 17. Write their victory speech for them. 18. Ignore ultimatums, 19. Only make ultimatums if a. You will follow through b. You’ve exhausted better alternatives. 20. Don’t let negotiations end with”no”. They should end with yes, or with an explanation fo why not. 21. Follow phone calls and meetings w/ emails to a. Confirm b. Reframe as needed - us more language around your perception c. Gather more information - what the process is, with whom to talk next etc. 22. Always tell the truth.

After watching this video, I was able to close a deal with my mom to make my sister wash dishes instead of me.

I'm blown away by his content! Engaging. Simple. Powerful.

My negotiation professor from 15 years ago at HBS! Amazing insight here. One thing that always stuck with me from his course is that the best way to improve your position in any negotiation is to improve the quality of your alternatives. I've tried to incorporate this throughout my career. If I have a deal in the works (or new job, new investor, etc) I try to find at least one similar alternative option that could be compelling and work that deal as well. The process of working multiple similar deals simultaneously helps to expose blind spots in deal structure and also provides real leverage in a negotiation because you have a real alternative option.

I'm not sure I've ever seen a more comprehensive RU-vid video I've needed to log in my head.

Probably the best talk on negotiation I’ve seen

This is so insightful to winning in life and not just business.

One of the most profitable and sensible presentations I've seen recently.

I've gotten a lot of value from this. What I learned from this was to go into a negotiation thinking "we both want the same outcome, how can we get there whilst safeguarding both our interests?"

Truly mind blow, so happy to break my conventional idea of a successful negotiation

I'm bowled over by his knowledge, engery and enthusiasm. Thankyou for this session.

very clear . story telling type . precise to the type . gifted teacher . keep up your good work .

Fantastic...Just Fantastic!! Man this needs lots of practise!!

Powerful and effective techniques presented in a easily comprehensible manner. Thanks Prof.

1. Make multiple options 2. Always make a plan 3. Always think from the opposite site and find the flaws in your offer 4. Make it about them not you 5. Always think and understand what if we dont get what we want 6. Do not consider the opposite side irrational

This is pretty insightful, and enlightening even after five years. Thank you so much. This is a huge help.

It almost feels like when negotiating, there is a science and a knowledge for it. I feel as if you impacted the person you negotiated with (human interaction), in such a way, where the person loves what you said, and because of so, reflects and remembers, and also sincerely accepts your offer (because of successful business interactions/negotiations)- these qualities seem to be a good foundation for negotiation. The science of it seems that a human and another human interact (human interactions), until they negotiate. This would lead me think that human interaction is important to study and understand because it applies for both parties and unusable if one party does not come to an agreement in regards to the negotiation.

A great presentation

Very insightful - thanks for sharing

This was excellent information. I could’ve used tip #19 last week. But I did use tip #14 and I had to respectfully decline a job offer. Thank you!😊

Very insightful

Practicality is awesome 👌

Good seminar. Thanks

Good. Not only economic or monetary but other considerations too may drive negotiation. Language both verbal & non-verbal is very important in negotiation. Also,one coming out of negotiation doesn't mean loosing credibility.But breaking legal bond or contract may cause one to loose his/her credibility & even invite legal dispute

Great talk and the prof has excellent communication skills

Love the presentation. Learnt a lot

Great presentation..!!! Well done. Easy to comprehend especially people who works in negotiation fields 🙂 I somehow echo each and every business operations have negotiation paths.

Awesome advise . Very logical .

Loved the session and lesson

SUPERB

Excellent

Very interesting discussion!

Hi Tai, I enjoyed your "Jungle trip". Just celebrated my 92 birthday and still think about how to make a good living. I was in the rental business, flower shop, and restaurant businesses. I didn't know anything about running a business, but had a lot of fun doing it. I found out that having money does not bring happiness. I still dream about making lots of money, but I'm thankful to bath and dress myself. I enjoy reading, writing and cooking. Sincerely, Irene (Nye,Ogden) Poletti

What an interesting material!

this was great

Amazing

Thank you 🌷

Excellent information.

Very insightful presentation

Great 👍 Negotiation

a useful information to learn

Awesome

thank you

Great

Very nice content!!

Great representation

Very Informative . Negotiation requires lots of preparation , before you get in Negotiation.

Always make a plan

To summarize, he says negotiation is little business but more psychology

Good

WOW

Art of the deal :D

I was a getting a constant feeling that it was Alpacino speaking than DM....! ... Incredibly quality stuff though!

For sure they be looking at if you are bending or not.

Indians are Geniuses !!!

Start watching from 5:20

❤️

Hi.. I think the problem is we need to make it a win-win situation; as we all hv our needs.. BASICS, etc.

A bit fast in the beginning... But appreciate it 🙏

Can someone tell please. How do negotiations happen when one party has ulterior motive and are being completely deceptive and taking positions just for shock value !!?? Thanks.

What Is A Mind Set? Explain Word?

❤❤❤❤

This is a $1M worth video. And you are going to understand only years later...

👍👍👍

Toronto Night College,English

📝

Toronto Night College, PhD

Hey Share your unique selling and negotiation experience with me 😇

substantive choice republic

What Ciused Domation . How Many Year Had We Working , Are They Denied.

Define "better", better implies a moral universe. Moral universe implies moral maker.

he teaching us Negotiation is a Negotiation lol

What they dont teach you at harvard business school

Naa at first he says there are no right answers, but there are. That's just saying "No" By bringing arguments meaning there are no right answers?

Neelam Shahzadi

I HAVE INCURRED SO MUCH LOSSES TRADING ON MY OWN...I TRADE WELL ON DEMO BUT I THINK THE REAL MARKET IS MANIPULATED... CAN ANYONE HELP ME OUT OR AT LEAST TELL ME WHAT I'M DOING WRONG ?

9 mins

how much you are worried about your hair lose?? does it bother you every morning when u look in the mirror or you are ok what u hav

What if the other guy watch your RU-vid too??

Did they hired a better "sound man" ?

!

Define evil. Define good. Define Compassion that you want gained of you. Not related to SEX that you want to hand to your father or mother.

I feel like people balk at this whole “Harvard” thing as inflated knowledge and we idolize trivial knowledge because on a game show anyone can win big. But there’s something to be said about knowledge that is rich and comes from many experiences. I guess Harvard doesn’t have a reputation for no reason, they really do hire some of the best.

Ever met a demon, wanting HEAVEN. No idea of HOW to gain of the hearts given. And have a human heart and body, combined?

Why wear a jacket if you're then going to leave your shirt out?

Deepak Malhotra, Harvard professor YOU SHOULD HELP INDIA & PAKISTAN NEGOTIATE PEACE. INDIA & CHINA ETC....

Dear, "Experts" I might be an Idiot, my Perspective is following: We don't "Win" a Negotiation, as the Aim of it is to reach an Agreement as Good as Possible for All parts/actors!! If We enter a Negotiation with the Aim of "Winning" I'm unsure we really have Negotiated at all!???

Or you can have tea. The power of tea. A time, ritual, set aside to connect as humans. I can negotiate with everyone except Americans. I'm American. Neuroticism dominates American style of business.

M

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Harvard professor on negotiating business ?

Very irritating ads

Two years later, post-posting, and only a few likes from the YT creator(s)? Disengaged RU-vidr? Yup. Engaging with his or her audience? Nope. 😪 Really? Yup.

Wy tAnes mAne tA lme

Why? Define. Whatever. Call inclusive and/or exclusive. What gains you most when your body must die? Who many have you known that have passed away from this life on Earth? Why do you want to be them MOST? Not me.

Extremely well spoken. Too much complex material being presented in a very short time. Can’t process the things he is saying because he rapidly moves on to something else. And something else. And something else. I challenge anyone to repeat the 22 suggestions he has after listening to this..without going back and listening a second or third time or looking at your notes. What 22 things does he suggest? List them outloud after listening to this once. See, you can’t. He offered up too many things too quickly.

Dear god turn down the stage monitors. Is the audio engineer fucking dead back there?

My,PhD,,tube.

pm

Too general