Adapting Negotiations to a Remote World

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Harvard Business Review

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4.3 • 1.9K Ratings

🗓️ 4 August 2020

⏱️ 24 minutes

🔗️ Recording | iTunes | RSS

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Summary

Leigh Thompson, professor at Kellogg School of Management at Northwestern University, studies negotiations to understand the path to the "sweet spot" where all sides of the table come away happy. And she says there are more pitfalls on that path when more of us are working remotely and online. She shares how to overcome the common traps of virtual negotiations with trust-enhancing hacks such as E-charisma and language style matching. Thompson is the author of the book “Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table.”

Transcript

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0:00.0	Hey everyone it's Kurt we need your help with our annual survey this is your last chance to help us get to know you so we can make idea cast even better for you
0:09.8	it's easy just go to HBR.org
0:13.0	podcast survey.
0:15.0	Again, that's HBR.org slash podcast survey.
0:19.0	And, thanks for listening. Welcome to the HBR Ideacaste from Harvard Business Review. I'm Kurt Nicketh. Many people get flustered when they negotiate.
0:49.0	Many people get flustered when they negotiate.
0:52.0	Total pros who are great at their jobs sit down,
0:55.2	cross from their manager, and just chicken out. They don't ask for the salary
1:00.0	they believe they deserve because at the heart of negotiation is conflict, a conflict
1:05.9	that's nestled within a power dynamic and a mix of competing and common interests to
1:11.1	sort through. For many people it's just not fun to do this,
1:15.0	and they're never happy with the outcome.
1:17.6	And these negotiations just got harder.
1:20.7	Instead of getting settled in person at the office, now they happen over
1:24.4	video conference or phone or email. Each of these mediums remove some
1:29.3	information and context, making it harder for the parties to come to the best deal possible.
1:35.6	Our guest today has studied the common pitfalls in virtual negotiations, and she has some practical
1:41.4	hacks to overcome these barriers.
1:44.0	Lee Thompson is a negotiations professor at Kellogg School of Management at Northwestern University
1:49.6	and she wrote the book Negotiating the Sweet Spot, the art of leaving nothing on the table. Lee thanks for coming on the show.
1:56.9	Very happy to be here. Thank you Kurt. So is negotiating virtually harder or easier than negotiating in person?
2:11.8	It's harder because oftentimes we just use what has worked in
	...

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