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Tag: negotiating

March 19, 2025By Paula Pant

#591: Harvard Negotiation Expert: Why Conflict Avoidance Costs You More Than You Think

Imagine you’re about to ask your boss for a raise. Your stomach tightens. You’ve rehearsed what to say, but doubt creeps in. Should you be more assertive? More understanding of company constraints?

Bob Bordone, who has taught negotiation for 25 years including 21 years at Harvard Law School, joins us to explain why you don’t have to choose between empathy and assertiveness. In fact, combining them is key to successful negotiations.

“It might feel like a tension, but it’s not an actual one,” Bordone explains. “I can fully appreciate what you’re feeling without ever giving anything up in a negotiation.”

Bordone breaks down his three-part preparation framework:
1. Mirror work: Identify the different sides of yourself in a negotiation — the empathic side that understands company constraints, the assertive side that knows you deserve recognition, and perhaps an anxious side worried about finances.
2. Chair work: Give each side a voice through role-playing exercises, literally sitting in different chairs to embody each perspective.
3. Table work: Bring these voices into the actual negotiation in an authentic way that doesn’t make the other person feel attacked.

He also introduces fascinating concepts like “conflict recognition” — how quickly we perceive something as a conflict — and “conflict holding” — our comfort with leaving conflicts unresolved. These differences often cause relationship problems when we’re unaware of them.

“My best friend and I might debate over Flaming Hot Cheetos for 25 minutes. For me, with high conflict recognition, it’s completely fun. I go home and sleep like a baby,” Bordone says. “For someone with low conflict recognition, they might think, ‘That was horrible. Did I hurt the relationship?'”

When someone tries to shut down your request with policy (“that’s just how we do things here”), Bordone recommends what he calls the “Wizard of Oz tactic” — asking a few more questions rather than immediately accepting defeat.

The skills you develop asking for a raise transfer to other challenging conversations — from family inheritance discussions to political disagreements with colleagues.

Bordone emphasizes that conflict isn’t something to avoid but rather a normal part of relationships. The question isn’t whether we’ll have conflict, but how we handle it when it inevitably arrives.

Want to hear the full conversation? Listen to the latest episode wherever you get your podcasts.

Keep reading...

September 25, 2024By Paula Pant

#543: How to Handle 7 Types of Hardball Negotiation Tactics, so You Can Earn More and Spend Less

Picture this: You’re at a car dealership, trying to get the best price on your dream car. The salesperson hits you with a “take it or leave it” offer. Your palms are sweaty, your heart’s racing. What do you do?

That’s just one of the tricky situations we dive into in this episode. We’re tackling seven types of hardball negotiation tactics that can trip you up in all sorts of situations – from asking for a raise to haggling at a flea market.

First up, we break down the “take it or leave it” tactic. We share a real-life story of Sarah, a software developer, facing this exact situation in a job interview. You’ll hear how she turned it around and got what she wanted.

Next, we talk about psychological warfare. Sounds intense, right? It can be. We tell you about Emma, a graphic designer, who had to deal with a client trying to throw her off her game. You’ll learn how she kept her cool and came out on top.

Ever heard of the “good cop, bad cop” routine? It’s not just in movies. We share a story of how this played out in a business deal and give you tips on how to spot it and handle it like a pro.

Then there’s the “snow storm” – when someone dumps so much information on you that your head spins. We break down how to cut through the clutter and focus on what really matters.

We also cover what to do when someone’s holding back important info, how to spot a fake-out (when someone pretends to care about one thing but really wants another), and the sneaky “nibbling” tactic where people ask for just one more small thing… and then another… and another.

For each tactic, we give you the lowdown on:

– What it looks like in action

– Why it works (yep, there’s some psychology involved)

– How you can spot it

– What you can do to counter it

We wrap up with a handy checklist for each tactic. Think of it as your negotiation cheat sheet. By the end of the episode, you’ll have a toolkit of strategies to help you navigate tough negotiations, whether you’re buying a car, negotiating your salary, or just trying to decide where to go for dinner with your friends.

Remember, negotiation isn’t about “winning” at all costs. It’s about finding solutions that work for everyone. With the tips from this episode, you’ll be better equipped to do just that, even when things get tricky.

Keep reading...

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