What is negotiation?

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Negotiation involves discussions where the aim is to reach a mutually acceptable agreement. Sheila Heen explains her discovery of negotiation during law school, highlighting its interdisciplinary nature and its daily applicability. Learning from Roger Fisher, she realized negotiation was about finding better ways to manage conflict and engage people effectively in discussions 1.

Additionally, Adam Grant describes effective negotiation as focusing on common ground and engaging in genuine curiosity. Understanding and aligning on shared values make the conversation collaborative rather than defensive. Expert negotiators are characterized by their focus on these techniques and the use of exploratory questions to deepen understanding and align interests 2.

Studying Conversations

Sheila fell in love with negotiation during her first year of law school, and was lucky enough to learn from Roger Fisher, the founder of the Harvard Negotiation Project. She became a teaching assistant and met her husband teaching negotiation, who now teaches at MIT. Sheila and her husband both teach negotiation, but they both agree that their kids are the best negotiators in the house.
The Knowledge Project
Sheila Heen: Decoding Difficult Conversations
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