Negotiation Tactics: The 10 Minute MBA Course On Negotiation
nt to learn the negotiation tactics of an MBA? I've cleaned up and distilled notes from the excellent negotiating course I took in MBA school taught by MIT lecturer John Richardson. Preparation Always, do your homework. Success in negotiation is strongly correlated with time spent preparing. Preparing in a group helps; others will come up with things you didn't. Be ambitious. There's usually a connection between aspiration level and what people get. (Obviously, you can go too far, so look…
5 minutes
Negotiation Process: The #1 thing Harvard tells MBA’s about getting a big salary
hey Need To Like You." About 3:30 into the video below: Here's the equation for getting what you want. Cutting to the chase: You want to get more. You want more money, a better offer, a better deal; here are the components of what you need to do. First, they need to like you. That's the first component. The things you do that make them like you less make it less likely that you are going to get what you want...…
3 minutes
Hostage Negotiation Techniques That Will Get You What You Want
ow does hostage negotiation get people to change their minds? The Behavioral Change Stairway Model was developed by the FBI's hostage negotiation unit, and it shows the 5 steps to getting someone else to see your point of view and change what they're doing. It's not something that only works with barricaded…
5 minutes
What 3 tricks will get people (including yourself) to do things right?
at does it take to get people to do things right? It's an important question. And the answer is not as hard as you might think. But as you'll see, a lot of people had to die before someone realized what works. 1) Make a checklist I've posted before about the power of checklists and Atul Gawande's excellent book on the subject. We're all prone to simple errors. And in some fields these errors are quite costly. In medicine,…
3 minutes
Behavior change: How do you get people to do the right thing?
at's a simple way to cause behavior change? Behavior change is not easy. But there's a great TED talk that shows a simple way to influence people to do the right thing. And it leverages a principle we can all use in our daily lives. Alex Laskey spoke about how we can use the psychology of behavior change to get people to reduce their energy consumption. Grad students hung signs on people's doorknobs, asking them to turn off their air-conditioning and…
2 minutes
Robert Cialdini explains the six ways to influence people – Interview:
. Robert Cialdini Dr. Robert Cialdini is the authority on the study of persuasion. His classic book, "Influence" has sold millions of copies and is widely regarded as the go-to text on the subject. What makes the book so special is it's not just a collection of academic studies on college students. Bob went "undercover" to learn the secrets of used car salesmen, marketing professionals, telemarketers, and others who influence in order to survive. He distilled his findings down to…
7 minutes
What’s the best way to influence others?
k for advice. Via Adam Grant's excellent Give and Take: A Revolutionary Approach to Success: New research shows that advice seeking is a surprisingly effective strategy for exercising influence when we lack authority. In one experiment, researcher Katie Liljenquist had people negotiate the possible sale of commercial property. When the sellers focused on their goal of getting the highest possible price, only 8 percent reached a successful agreement. When the sellers asked the buyers for advice on how to meet their…
2 minutes
Get People To Treat You Better By Using These Dog Training Techniques
ren Pryor's book Don't Shoot the Dog!: The New Art of Teaching and Training explains the fundamentals of behavior change. And these methods are effective whether the subject is a dog, a dolphin or your neighbor, Larry. The main lesson for getting people to do what you want is that positive reinforcement -- rewarding behavior you like -- is king. Whether it's with a smile, a cookie or a bribe, rewards work. But what about getting rid of behaviors you don't like?…
3 minutes
