Adapting Negotiations to a Remote World
HBR IdeaCast
English - August 04, 2020 13:52 - 23 minutes - 22.6 MB - ★★★★ - 1.6K ratingsCareers Business News Business News strategy innovation leadership entrepreneurship management economics finance communication teams hbr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
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Leigh Thompson, professor at Kellogg School of Management at Northwestern University, studies negotiations to understand the path to the "sweet spot" where all sides of the table come away happy. And she says there are more pitfalls on that path when more of us are working remotely and online. She shares how to overcome the common traps of virtual negotiations with trust-enhancing hacks such as E-charisma and language style matching. Thompson is the author of the book “Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table.”