Cain: Master negotiators script and critically rehearse answers out loud
Daylian Cain · Daylian Cain – Master Class in Negotiations (Capital Allocators, EP.138) · May 18, 2020 · at 14:23
Yale SOM professor Daylian Cain explains how top negotiators and communicators rehearse their delivery prior to high-stakes interactions.
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“What most people do when they're going to have a conversation is, at best, they might have an outline for what they're going to say. But the master class people like actually word it and say it to their closet ahead of time with a critical lens. Like they'll say, so if Ted asked me this tough question during our negotiation, I'm going to answer it this way. And then you say it out loud and you kind of hear critically how it sounds. How could this tick him off? How could this underrepresent what I'm selling to him? How could this steer the conversation the wrong way? In other words, what are three things wrong with the way I said it? So really scripting and practicing your answers to tough questions.”
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