Negotiation as an Art Form: How to Turn Adversaries into Allies
Negotiation is a dance between differing interests. Treating your counterpart as a partner – rather than a rival – can help you both reach your desired results. Lecturer Tarcisio Alvarez-Rivero from Cornell’s Jeb E. Brooks School of Public Policy joins host Chris Wofford to discuss skills for more successful negotiations.
Cornell Keynotes · Tarcisio Alvarez-Rivero, Chris Wofford
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Show Notes
It may seem counterintuitive, but negotiation is not about winning and losing. Instead, it is an exercise in cooperation and understanding. This episode of the Cornell Keynotes podcast from eCornell features Tarcisio Alvarez-Rivero, a lecturer in the Jeb E. Brooks School of Public Policy at Cornell University and retired senior staff member of the United Nations. In his conversation with host Chris Wofford, Alvarez-Rivero shares tactics you can use to navigate negotiations effectively.
Tune in and learn how to:
- Reframe the concept of negotiations beyond conflict
- Strive for value exchange in negotiations and arrive at mutual benefits
- Treat negotiation as an exercise in cooperation
- Lead with vulnerability, honesty, humility and empathy
- Listen without judgment and accept individual perspectives
- Manage biases and understand power dynamics
- Leverage online profiles to find commonalities
- Use tactics like building personas and mimicking
- Employ self-management strategies
- View compromise as a last resort
Discover more in Tarcisio Alvarez-Rivero’s Negotiating Policy Solutions course from eCornell!
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