The Essentials: Negotiating Strategically

Women at Work

Harvard Business Review

Hbr, Entrepreneurship, Business/management, Careers, Progress, Harvard, Business/entrepreneurship, Workplace, Human, Management, Resources, Gender, Women, Business, Business/careers, Equality

4.8 • 1.5K Ratings

🗓️ 24 May 2021

⏱️ 43 minutes

🔗️ Recording | iTunes | RSS

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Summary

How can we get better at negotiating? We hear from a butter maker and entrepreneur about a sensitive deal she recently navigated and then use that experience to draw out the principles and practices essential to any negotiation. Ashleigh Shelby Rosette, a professor who studies and teaches negotiations, gives advice on achieving our objectives in a deal, no matter the context.

Transcript

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0:00.0	Once your business gets to a certain size, the cracks start to emerge.
0:05.0	Things you used to do in a day take a week.
0:08.0	You deserve a customized solution, and that's NetSuite.
0:12.0	Learn more when you download NetSuite's popular KPI checklist,
0:17.0	absolutely free at NetSuite.com slash women at work.
0:21.0	That's NetSuite.com slash women at work.
0:31.0	You're listening to Women at Work from Harvard Business Review.
0:35.0	I'm Amy Galen.
0:37.0	Like many of us, Marissa Morrow built her current career by negotiating.
0:42.0	She had been making cheese in small batches since she was a teenager.
0:46.0	In her early 20s, having mastered the craft, she started a one-woman business,
0:50.0	Plowgate Primary.
0:52.0	Over the next few years, she grew the business and gained recognition.
0:55.0	She even won a first place award from the American Cheese Society.
1:00.0	But then, a fire burned down the facility where she rented space.
1:04.0	Marissa took a break from cheese making and got a job waitressing.
1:08.0	And then one day, she caught wind that the Vermont Land Trust had opened applications to farmers,
1:13.0	interested in buying at less than market price, 50 acres of land,
1:18.0	and the century-old defunct farm on it.
1:22.0	Marissa submitted a business plan to make butter there that the land trust accepted.
1:27.0	But before she could put that plan into action, she had to formalize it legally by creating a conservation easement.
1:34.0	And that is a forever document that stays with the farm to protect it,
	...

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