This podcast episode explores the concept of negotiation as collaborative problem solving. It emphasizes the importance of viewing the counterpart as a collaborator rather than an enemy and discusses dimensions of collaborative problem solving. The significance of thorough negotiation preparation, including understanding alternatives and reservation price, is highlighted. It also emphasizes the importance of knowing your bottom line and setting aspirations in negotiation. The section discusses the best practices for structuring negotiation messages and the importance of negotiating multiple issues simultaneously. Additionally, it explores the role of emotion in negotiation and provides guidance on handling emotions effectively. The section concludes with a discussion on influential communicators and the significance of concern for others in successful communication.
