I've just watched your talk on Inc (the 47 min one!). I'm incredibly impressed by your intuition for negotiation and will be buying your books later today. Kudos
🎯 Key Takeaways for quick navigation: 00:00 📚 *Introduction to the Series* - Deepak Malhotra introduces himself, his role, and the purpose of the video series on negotiation. - Brief mention of being a co-author of "Negotiation Genius" and "Negotiating the Impossible." 00:27 🤔 *The Negative Impact of Surprises in Negotiations* - Surprises in negotiations are generally unfavorable. - When the other side is surprised, they may struggle to respond productively or engage creatively. - Unexpected proposals can lead to negative perceptions, such as being seen as aggressive or disrespectful. 01:10 🔄 *Strategies to Avoid Negative Surprises* - Manage expectations before the negotiation to set a broad understanding of the discussion. - Preview surprising proposals or offers in outline form before the face-to-face meeting. - Pretest unique negotiation approaches with relevant stakeholders to refine arguments. 02:35 🚧 *Dealing with Unavoidable Surprises* - If surprises are inevitable, approach negotiations with honesty and respect. - Acknowledge the potential shock factor and propose allowing the other side more time to consider. - Emphasize that surprising the other side should be a deliberate and calculated choice in negotiation strategy. Made with HARPA AI
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Love this series of small tips and reminders.
I've just watched your talk on Inc (the 47 min one!). I'm incredibly impressed by your intuition for negotiation and will be buying your books later today. Kudos
🎯 Key Takeaways for quick navigation:
00:00 📚 *Introduction to the Series*
- Deepak Malhotra introduces himself, his role, and the purpose of the video series on negotiation.
- Brief mention of being a co-author of "Negotiation Genius" and "Negotiating the Impossible."
00:27 🤔 *The Negative Impact of Surprises in Negotiations*
- Surprises in negotiations are generally unfavorable.
- When the other side is surprised, they may struggle to respond productively or engage creatively.
- Unexpected proposals can lead to negative perceptions, such as being seen as aggressive or disrespectful.
01:10 🔄 *Strategies to Avoid Negative Surprises*
- Manage expectations before the negotiation to set a broad understanding of the discussion.
- Preview surprising proposals or offers in outline form before the face-to-face meeting.
- Pretest unique negotiation approaches with relevant stakeholders to refine arguments.
02:35 🚧 *Dealing with Unavoidable Surprises*
- If surprises are inevitable, approach negotiations with honesty and respect.
- Acknowledge the potential shock factor and propose allowing the other side more time to consider.
- Emphasize that surprising the other side should be a deliberate and calculated choice in negotiation strategy.
Made with HARPA AI