1074: How to Improve Negotiations–without Compromising–with Dr. Joshua N. Weiss

How to Be Awesome at Your Job

How to be Awesome at Your Job

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4.6 • 1K Ratings

🗓️ 10 July 2025

⏱️ 44 minutes

🔗️ Recording | iTunes | RSS

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Summary

Dr. Joshua N. Weiss discusses the major misconceptions surrounding negotiations—and offers five steps to build your confidence and resilience as a negotiator.

— YOU’LL LEARN —

1) The big negotiation mistake most people make

2) The mental reframe that helps you negotiate better

3) The five-step strategy to reviving stalled negotiations

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— ABOUT JOSH —

Dr. Joshua N. Weiss is a renowned negotiation and conflict resolution and leadership expert. As a Senior Fellow at the Harvard Negotiation Project and co-founder of the Global Negotiation Initiative at Harvard University, Dr. Weiss brings unparalleled expertise to his field. He also directs the MS in Leadership and Negotiation program at Bay Path University and runs a private consulting firm, offering tailored negotiation and conflict resolution, and leadership solutions for businesses, organizations, international entities, governments, and individuals.

• Book: Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations

• Book: The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life

• Study: “Trajectories Toward Peace: Mediator Sequencing Strategies in Intractable Communal Conflicts”

• Website: JoshuaNWeiss.com

— RESOURCES MENTIONED IN THE SHOW —

• Book: Getting to Yes: Negotiating Agreement Without Giving In by William Ury and Robert Fisher

• Book: Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts by Daniel Shapiro

• Book: The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell

• Book: Blink: The Power of Thinking Without Thinking by Malcolm Gladwell

• Book: David and Goliath: Underdogs, Misfits, and the Art of Battling Giants by Malcolm Gladwell

• Book: Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering by Malcolm Gladwell

— THANK YOU SPONSORS! —

• Strawberry.me. Claim your $50 credit and build momentum in your career with Strawberry.me/Awesome

• Plaud.ai. Use the code AWESOME and get a discount on your order

• Rula. Connect with quality therapists and mental health experts who specialize in you at Rula.com/Awesome

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Transcript

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0:00.0	Don't downplay the importance of negotiation. It is a central component to your success and your future.
0:16.6	And so invest the time and energy to do it, and you won't be sorry.
0:20.3	Assumptions to me are the silent killers of effective negotiation,
0:24.6	because they essentially destroy any understanding between people,
0:27.6	because you don't know I'm making an assumption.
0:29.6	And what happens when we make assumptions is we build entire stories
0:33.6	off of one assumption.
0:34.6	Happens all the time, especially around people's motivations or their intention.
0:50.3	That's Dr. Joshua N. Weiss.
0:52.2	He's a renowned negotiation expert who serves on Harvard's
0:55.1	negotiation project and global negotiation initiative. He's also the director of the MS and
1:01.2	Leadership and Negotiation Program at Baypath University and the author of multiple books
1:05.7	on negotiation. Today, he's sharing wisdom from his latest getting back to the table. Five steps to reviving stalled negotiations.
1:13.4	So you'll learn one, the big negotiation mistake most people make.
1:16.9	Two, the mental reframe that helps you negotiate better.
1:20.2	And three, the five step strategy to reviving stalled negotiations.
1:24.4	And if you want a quick summary write-up of these actionable takeaways,
1:26.8	I recommend you sign up for the free Gold Nugget email newsletter found at awesome at your job.com.
1:31.9	I'm Pete McItis. This is How to Be Awesome at Your Job. And now, here's Josh.
1:39.6	Josh, welcome. Thanks so much, Pete. It's a pleasure to be with you.
1:43.5	Well, I'm excited to be chatting,
1:45.0	and I can't resist. I'd like for you to start us off with a thrilling high-stakes negotiation tale.
	...

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