Negotiate Like A Pro
According to international negotiation expert and Harvard professor, Dr. Joshua N. Weiss, “We negotiate every day, all the time. “ In this conversation, we learn how to negotiate like a pro!
You’ll hear Dr. Weiss’s definition of negotiation and how it differs from a compromise. The reality is that we negotiate throughout our day in all our relationships, from work to home with our kids. According to Dr. Weiss. Anytime you engage in a conversation, there’s an element of influence or persuasion to meet your goals.
Not surprisingly, people don’t do things well when coerced. You’ll learn the key component to negotiations including preparation, and Dr. Weiss dispels common myths about negotiation,including:
Negotiation is a win-lose process
Compromise is synonymous with negotiation
The psychology associated with negotiation
You’ll learn an important techniques such as “going to the balcony” where you metaphorically step back so you don’t do something you would regret, and listening and asking questions.
And you might be surprised to learn that creativity is a key component in any negotiation toolbelt.
Finally, you’ll hear what a BATNA is – that is, the “best alternative to a negotiated agreement.” In essence, a BATNA answers the question, “What will happen if I can’t reach agreement in this situation?”
Be sure to stay tuned to the end where Dr. Weiss shares tips for negotiating big purchases such as a car, and asking for a raise.
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ABOUT JOSHUA N. WEISS, PH.D.
Dr. Joshua N. Weiss is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the Director and creator of the Master of Science degree in Leadership and Negotiation at Bay Path University. He received his Ph.D. from the Institute for Conflict Analysis and Resolution at George Mason University in 2002.
Dr. Weiss has spoken and published on negotiation, mediation, alternative dispute resolution, and systemic approaches to resolving conflicts. In his current capacity he conducts trainings, research, assessments and evaluations, and offers courses to many different types of entities at the non-profit, corporate, governmental, and international levels.
Dr. Weiss has published numerous articles. He has also published a book series entitled The Negotiator in You with four different volumes. In addition, he has published a trilogy of children’s books to teach children from 6 to 10 years old negotiation and conflict resolution skills through the power of story. The books follow the adventures of Emo and Chickie and are available on Amazon.com Finally, he is currently working on a book of real world negotiations cases that is due to be published in the Spring of 2020.
The following is a partial list of entities Dr. Weiss has worked with and provided negotiation, mediation, and ADR services to:
US Government:
State Department (negotiation and mediation training)
Transportation Security Administration (negotiation and ADR training)
Federal Emergency Management Agency (negotiation training)
National Park Service (mediation and DISC assessment)
Various state governments
United Nations
Mediation Unit, UNAOC, UNITAR, and UNDP
Government of Canada
Harvard University
Yale Medical School
Microsoft
General Motors
United Auto Workers
Houghton Mifflin Harcourt Publishing Company
Novellus
Christies Art Auction House
Genzyme
Deloitte
Connect with Dr. Weiss:
/ joshua.weiss.94
/ joshua-weiss-b1882a
/ jweiss21
[email protected]
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RESOURCES
Joshua N. Weiss, Ph.D. website: www.joshuanweiss.com
Books by Dr. Weiss: https://www.amazon.com/Joshua-N.-Weis...
The Negotiator in You Series
Children’s Books by Dr. Weiss:
Trouble at the Watering Hole
Bullied No More
Phony Friend – Besties Again
Dr. Weiss TEDx Talk: • The Wired Negotiator | Joshua Weiss |...
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