Cain: Negotiators should plan contingencies rather than trying to predict outcomes
Daylian Cain · Daylian Cain – Master Class in Negotiations (Capital Allocators, EP.138) · May 18, 2020 · at 12:58
Yale School of Management professor Daylian Cain discusses effective preparation frameworks for high-stakes negotiations with Ted Seides.
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“People spend Far too long predicting what will happen in an exchange. And so in other words, you and I are negotiating in two weeks, and it could go X, Y, or Z way, and people will sit there and try to plan and think, like, is it going to be X? Is it going to be Y? And rather than predict which of the many possibilities we'll realize, just plan for, like, what will you do if X happens? What will you do if Y happens?”
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