The Best Way to Win a Negotiation, According to a Harvard Business Professor | Inc.
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- Опубликовано: 28 апр 2024
- Deepak Malhotra, Harvard professor and author of 'Negotiation Genius,' shows you exactly how to approach and win any negotiation.
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After watching this video, I was able to close a deal with my mom to make my sister wash dishes instead of me.
🤣
Wow 😱 that's impressive
Well done. Nice work 👏👍
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The negotiation tweaks:
1. Hold a negotiation strategy meeting
2. Don’t reward people for coming up w/ the right strategy; reward people for good arguments
3. Asses what happens to you if there’s “no-deal”. Focus on what happens to them if “no deal”
4. Negotiate process before substance
5. Normalize the Process
6. Think about all the questions you need to ask the other side. Then add 10 more to the list
7. Ask the right questions. Asking “Why?” is 10x more important than asking “What?”
8. Prepare in advance for the toughest questions they may ask you.
9. It has been said that “whoever makes the first offer loses”. I completely disagree.
10. Never let you offer(numbers)speak for itself. Always tell the story that goes with it
a. We are asking for X because ...
b. We are asking for X, here is our model, analysis, assumptions
c. The richer the narrative, the story the more the number sticks
11. Label your concessions.
a. Zoom out - as negotiator manage the attributions made of you
12. Avoid mindless haggling ... by negotiating multiple interests simultaneously
13. Next time, don’t make an offer. Consider making multiple offers simultaneously
14. Initial reactions matter. If their offer is unacceptable, waste no time in conveying this.
15. Understand & respect their constraints. Why might the be rejecting your legit demands?
16. Beware. What looks like irrationality is usually ignorance or interests you don’t understand.
17. Write their victory speech for them.
18. Ignore ultimatums,
19. Only make ultimatums if
a. You will follow through
b. You’ve exhausted better alternatives.
20. Don’t let negotiations end with”no”. They should end with yes, or with an explanation fo why not.
21. Follow phone calls and meetings w/ emails to
a. Confirm
b. Reframe as needed - us more language around your perception
c. Gather more information - what the process is, with whom to talk next etc.
22. Always tell the truth.
Thank you for sharing your comprehensive summary.
Well done!
Life owes you one
@@kwesidadze4239 kwesi, Yaw dey here some the guy save ma life 😂
👍
Awesome!
I'm blown away by his content! Engaging. Simple. Powerful.
I'm not sure I've ever seen a more comprehensive RUclips video I've needed to log in my head.
Probably the best talk on negotiation I’ve seen
My negotiation professor from 15 years ago at HBS! Amazing insight here. One thing that always stuck with me from his course is that the best way to improve your position in any negotiation is to improve the quality of your alternatives. I've tried to incorporate this throughout my career. If I have a deal in the works (or new job, new investor, etc) I try to find at least one similar alternative option that could be compelling and work that deal as well. The process of working multiple similar deals simultaneously helps to expose blind spots in deal structure and also provides real leverage in a negotiation because you have a real alternative option.
great solution
How to apply this to buying a car? Paying cash doesn't seem to work anymore.
This is so insightful to winning in life and not just business.
very clear . story telling type . precise to the type . gifted teacher . keep up your good work .
A great presentation
Truly mind blow, so happy to break my conventional idea of a successful negotiation
Very insightful - thanks for sharing
Very insightful
Fantastic...Just Fantastic!!
Man this needs lots of practise!!
One of the most profitable and sensible presentations I've seen recently.
Good seminar. Thanks
Powerful and effective techniques presented in a easily comprehensible manner. Thanks Prof.
Practicality is awesome 👌
This is pretty insightful, and enlightening even after five years. Thank you so much. This is a huge help.
SUPERB
Loved the session and lesson
Amazing
This was excellent information. I could’ve used tip #19 last week. But I did use tip #14 and I had to respectfully decline a job offer. Thank you!😊
Excellent
this was great
What an interesting material!
Great talk and the prof has excellent communication skills
Very nice content!!
It almost feels like when negotiating, there is a science and a knowledge for it. I feel as if you impacted the person you negotiated with (human interaction), in such a way, where the person loves what you said, and because of so, reflects and remembers, and also sincerely accepts your offer (because of successful business interactions/negotiations)- these qualities seem to be a good foundation for negotiation. The science of it seems that a human and another human interact (human interactions), until they negotiate. This would lead me think that human interaction is important to study and understand because it applies for both parties and unusable if one party does not come to an agreement in regards to the negotiation.
I'm bowled over by his knowledge, engery and enthusiasm. Thankyou for this session.
Love the presentation. Learnt a lot
Very interesting discussion!
Awesome advise . Very logical .
Very insightful presentation
What is this professors name??
Excellent information.
Awesome
a useful information to learn
Thank you 🌷
Great presentation..!!! Well done.
Easy to comprehend especially people who works in negotiation fields 🙂
I somehow echo each and every business operations have negotiation paths.
Great 👍 Negotiation
Good. Not only economic or monetary but other considerations too may drive negotiation. Language both verbal & non-verbal is very important in negotiation. Also,one coming out of negotiation doesn't mean loosing credibility.But breaking legal bond or contract may cause one to loose his/her credibility & even invite legal dispute
Great
Great representation
To summarize, he says negotiation is little business but more psychology
thank you
Start watching from 5:20
1. Make multiple options
2. Always make a plan
3. Always think from the opposite site and find the flaws in your offer
4. Make it about them not you
5. Always think and understand what if we dont get what we want
6. Do not consider the opposite side irrational
The opposite siDe?
Site is a geographic location, also a legal term for a Case Citation, citing legal precedence, etc.
Thanks for the grammatical giggle... 🤣
Hi Tai, I enjoyed your "Jungle trip". Just celebrated my 92 birthday and still think about how to make a good living. I was in the rental business, flower shop, and restaurant businesses. I didn't know anything about running a business, but had a lot of fun doing it. I found out that having money does not bring happiness. I still dream about making lots of money, but I'm thankful to bath and dress myself. I enjoy reading, writing and cooking. Sincerely, Irene (Nye,Ogden) Poletti
Always make a plan
Good
Art of the deal :D
Indians are Geniuses !!!
I was a getting a constant feeling that it was Alpacino speaking than DM....!
... Incredibly quality stuff though!
WOW
Very Informative . Negotiation requires lots of preparation , before you get in Negotiation.
For sure they be looking at if you are bending or not.
A bit fast in the beginning... But appreciate it 🙏
❤️
Hi.. I think the problem is we need to make it a win-win situation; as we all hv our needs.. BASICS, etc.
❤❤❤❤
This is a $1M worth video. And you are going to understand only years later...
Can someone tell please. How do negotiations happen when one party has ulterior motive and are being completely deceptive and taking positions just for shock value !!?? Thanks.
What Is A Mind Set? Explain Word?
📝
👍👍👍
substantive choice republic
Hey Share your unique selling and negotiation experience with me 😇
Toronto Night College,English
Toronto Night College, PhD
What Ciused Domation . How Many Year Had We Working , Are They Denied.
What if the other guy watch your RUclips too??
he teaching us Negotiation is a Negotiation lol
Naa at first he says there are no right answers, but there are.
That's just saying "No"
By bringing arguments meaning there are no right answers?
Neelam Shahzadi
Define "better", better implies a moral universe. Moral universe implies moral maker.
No it doesn’t. Hierarchy of value does not automatically assume morality or a moral “maker”. It can be based on the mechanisms of evolution and the reproduction of genes.
@nickjames7914 Where does hierarchy of value come from ? " If there is no God, then everything would be permitted, Fedor Dosteyevsky. Without God, there is no hierarchy. There can be no hierarchy without intelligence and no intelligence without design and no design without a designer.
@@kellyjohna I disagree. Evolution results in your genetic and biological structure via the continued interaction with those two categories interacting with their environment over which results in the way you perceive the universe, and hierarchy is a result of that process. Hierarchy may be more or less complex depending on the species you look at, but it is inseparable from your biology and it’s interaction with the environment. Just because whatever happened at or before the origin of the universe is cannot be confirmed with certainty does not somehow imply a creator with Homo-Sapien like moral hierarchy constructed it.
@nickjames7914 Science and rationality are not coextensive. Evidence is not objective. Quantum theory proved this. So we are beyond the bounds of what Sceince can prove in this discussion. Hierarchies exist because there was first a spiritual hierarchy . You believe they exist by pure random chance. It takes more faith to believe your view than mine. Do you believe in other forms of life in the universe that we haven't yet discovered ? That exist in a different way and real then we do ? When you posit the theory of God all your really saying is there someone or something out there greater than us. If this is true then wouldn't it also be true that design we see is because of them and not the result of random process ?
@@kellyjohna You are running off on a tangent that supposes that no material evidence is capable of proving anything; on a video about negotiation nonetheless which is meant to be highly practical content. And actually quantum mechanics main assertion is that the fundamental activity of the universe is random. Hierarchy is very securely in the bounds of contemporary scientific explanation and up to this point certainly gives us the best understanding of the how why and it exists. You’re commenting on a negotiation video, wedging in a comment about hierarchy and then somehow making a jump to hierarchy’s of moral values HAVE to imply a “moral creator”. Just because you decided to ignore science and evidence in favor of sweeping philosophical concepts of morality and god doesn’t make you correct about a “spiritual hierarchy” existing before the physical universe. Odd to subscribe objectivity to moral hierarchy and subjectivity to scientific evidence. Nonetheless, your comment means nothing in negotiation. Feel free to deploy your metaphysical spiritual hierarchy moral creator strategy to your next negotiation and see how that turns out.
What they dont teach you at harvard business school
Did they hired a better "sound man" ?
Why wear a jacket if you're then going to leave your shirt out?
I feel like people balk at this whole “Harvard” thing as inflated knowledge and we idolize trivial knowledge because on a game show anyone can win big.
But there’s something to be said about knowledge that is rich and comes from many experiences. I guess Harvard doesn’t have a reputation for no reason, they really do hire some of the best.
Dear, "Experts" I might be an Idiot, my Perspective is following:
We don't "Win" a Negotiation, as the Aim of it is to reach an Agreement as Good as Possible for All parts/actors!! If We enter a Negotiation with the Aim of "Winning" I'm unsure we really have Negotiated at all!???
Define evil. Define good. Define Compassion that you want gained of you. Not related to SEX that you want to hand to your father or mother.
Ever met a demon, wanting HEAVEN. No idea of HOW to gain of the hearts given. And have a human heart and body, combined?
I HAVE INCURRED SO MUCH LOSSES TRADING ON MY OWN...I TRADE WELL ON DEMO BUT I THINK THE REAL MARKET IS MANIPULATED... CAN ANYONE HELP ME OUT OR AT LEAST TELL ME WHAT I'M DOING WRONG ?
Same here, My portfolio has been going down the drain while I try trading,l just don't know what I do wrong
Trading with an expert is the best strategy for newbies and busy investors who have little or no time to monitor trade
I strongly advise you against self trading, it's really dangerous and had brought so many investors down, you need someone with the knowledge and strategies, someone dedicated to the crypto currency market business, and I will strongly recommend expert, Mrs Karen Charles
@@violetholmes1298 Wow I'm just shock you mentioned and recommended Expert Mrs Karen Charles,I thought I'm the only trading with her
Here in Canada Expert Mrs Karen Charles carries out the both orientation and mentorship
potentials
9 mins
Two years later, post-posting, and only a few likes from the YT creator(s)?
Disengaged RUclipsr?
Yup.
Engaging with his or her audience?
Nope. 😪
Really? Yup.
!
how much you are worried about your hair lose?? does it bother you every morning when u look in the mirror or you are ok what u hav
Very irritating ads
Or you can have tea. The power of tea. A time, ritual, set aside to connect as humans. I can negotiate with everyone except Americans. I'm American. Neuroticism dominates American style of business.
Dear god turn down the stage monitors. Is the audio engineer fucking dead back there?
Deepak Malhotra, Harvard professor YOU SHOULD HELP INDIA & PAKISTAN NEGOTIATE PEACE. INDIA & CHINA ETC....
Wy tAnes mAne tA lme
.
Harvard professor on negotiating business ?
Extremely well spoken. Too much complex material being presented in a very short time. Can’t process the things he is saying because he rapidly moves on to something else. And something else. And something else. I challenge anyone to repeat the 22 suggestions he has after listening to this..without going back and listening a second or third time or looking at your notes. What 22 things does he suggest? List them outloud after listening to this once. See, you can’t. He offered up too many things too quickly.
pm
Why?
Define. Whatever.
Call inclusive and/or exclusive.
What gains you most when your body must die?
Who many have you known that have passed away from this life on Earth? Why do you want to be them MOST? Not me.
M
Good to talk, but I bet he never bought an expensive horse.
What your discribing sounds like negotiating with a truculent child.
My,PhD,,tube.