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Just search new here. Welcome to the HBO Idea Cast from Harvard Business Review. I'm Sarah Green. Today I'm talking with Jeff Weiss,

a partner, Advantage Partners, and a faculty member at Dartmouth's Tuck School of Business and the United

States Military Academy at West Point,

where he co-directs the West Point Negotiation Project.

He is the author of the HBR Guide to Negotiating.

Jeff, thank you so much for talking with us today.

Sarah, it's my pleasure.

So in the book you make the claim that it's wrong to think of negotiation as a zero-sum

kind of competition or as a kind of haggling.

How should we be thinking about it?

Well, let me be really precise.

It's not wrong to think of it that way,

because lots of people think of it that way

and approach it that way.

What we've learned over the last three-plus decades of both research and consulting and teaching and so forth is that the better outcomes come from not approaching negotiation as a zero-sum game and negotiation doesn't need to be a zero-sum game.

So the premise really is, and the practice really is if you approach negotiation in an

...