negotiator
also referred to as: negotiators
3 statements across 2 episodes · 1 bullish · 0 bearish · 2 people on the record · first statement May 15, 2019 by Sheila Heen · across every show →
Everything said about negotiator, oldest first
May 15, 2019
Heen: In negotiation, counterparties' core interests are fundamentally feelings
“So when we teach negotiators, it's like interests are feelings. What people care about, what people worry about, if we're going to get this deal done, you've got to respond to what people worry about, care about, can get excited about, can get on board with, h…”
May 15, 2019 neutral
Heen: Early negotiation habits deepen strengths without broadening adult skill sets
“All of us have been negotiating since we were kids, so everybody's an experienced negotiator, but you're not necessarily a good negotiator because you'll tend to just repeat the strategies that are successful for you, even into adulthood, right? And so your st…”
Oct 19, 2021 positive
Cialdini: Sharing commonalities dropped email negotiation deadlocks from 30% to 6%
“In that case,
Stymied negotiations went from 30% to six percent.
When the researchers analyzed the data, it wasn't the amount of personalizing information that had been sent across, it was how many commonalities were in those accounts.”