Conquer Your Next Negotiation: Go First, Avoid Email, Make Multiple Simultaneous Offers & Leave Room to Concede

This week I was thrilled to be joined by Dr. Victoria Medvec, Professor of Management and Organizations at the Kellogg School of Management at Northwestern University. Dr. Medvec is a renowned global expert in negotiations, advising senior executives and Boards of Directors from companies around the world including IBM, Cisco, McKesson, General Electric, Merck, McKinsey, BlackRock, Goldman Sachs, McDonalds, and J.P. Morgan Chase, to name just a few.

Among many other topics, we cover:

- How to strengthen your BATNA or weaken your opponent’s BATNA ("Best Alternative to a Negotiated Agreement")
- Tools to evaluate the strength of your opponent’s BATNA
- What to do if you know that your BATNA isn't particularly good
- What types of issues you should start a negotiation with
- The value of going first, leaving yourself room to concede, and making multiple offers simultaneously
- How to know if your counterpart is experiencing “deal fatigue”
- How to maintain a positive relationship with your counterpart even if the negotiation is long, contentious and emotional
- Differences across ages & generations with respect to negotiating styles and preferences
- ...and many others

Please enjoy!

Conquer Your Next Negotiation: Go First, Avoid Email, Make Multiple Offers, Leave Room to Concede & Other Proven Strategies from Dr. Victoria Medvec