Defined

If I learned ANYTHING from Columbia, it's that you always have to define what you are talking about. Negotiation is so layered and so complex it is very difficult to define, below are some academic attempts to nail it down. 

WHAT IS NEGOTIATION? 

Leigh Thompson Author of

The Mind and Heart of the Negotiator

“An interpersonal decision-making process that is necessary whenever we cannot achieve our objectives single-highhandedly.” 

WHAT IS NEGOTIATION? 

Based on the Book:

Negotiating Globally 

"Negotiation is about claiming value: how much of a set of resources you are going to get and how much the other party gets. Successful value-claiming negotiation leads to a distributive outcome that divides a fixed set of resources such that your interests or the needs underlying your positions are met. But negotiation can also be about creating value: how you and the other party can increase the resources available to divide. Successful value-creating negotiation leads to an agreement that is both integrative and distributive, one that divides an enhanced set of resources."

WATCH THIS! 

Grab some popcorn and a glass of wine! These videos will help you understand more strategies, and provide a bigger negotiation perspective!

Getting what you Want!

Negotiation Guide from Margaret Neale 

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Margaret Neale is the Adams Distinguished Professor of Management at Stanford Graduate School of Business. She has a Ph.D. in Business Administration from the University of Texas. This video will give you a comprehensive overview of how to think about negotiation in a new, fearless way! 

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Body Language & How to use it for SUCCESS! 

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Amy Cuddy is an American social psychologist, author, and speaker. She has served as a faculty member at Rutgers University, Kellogg School of Management and Harvard Business School. This video will show you some tools to help use body language to increase your confidence! 

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Stressed? Watch this! 

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Kelly McGonigal is a health psychologist and lecturer at Stanford University who is known for her work in the field of 'science help' which focuses on translating insights from psychology and neuroscience into practical strategies that support health and well-being. Ladies, do not underestimate how stressful negotiations can be! Let's redefine what stress looks like! 

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Need help thinking of more BATNA's?
 

The Surprising Truth About What Motivates Us! 

Listen to Economist Danny Pink explain the hidden drivers behind our motivation, some of which will absolutely surprise you! Use this to get creative with your BATNA's.

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Books!

The Negotiator's Library 

Below are some of the best books, websites, & resources for learning more about negotiation ​

Getting to YES! 

By Roger Fisher, William Ury, & Bruce Patton 

Breaking Through Gridlock:

The Power of Conversation in a Polarized World 

Jason Jay & Gabriel Grant 

The Mind and Heart of the Negotiator

By: Leigh Thompson

Negotiating the Nonnegotiable:

How to Resolve Your Most Emotionally Charged Conflicts

Daniel Shapiro

Stalling for Time

By: Gary Noesner

Never Split the Difference

By: Chris Voss

Listen up!

Podcasts & Playlists

I've collected my favorite negotiation podcasts and put together some awesome playlists to get you ready for your negotiation or celebrate after you're done! Check it out here! 

WEBSITES!