Negotiation: Because You're Worth It
summary
Argues that principled negotiation wins more than positional bargaining and gives concrete tools: use inquiry paraphrase acknowledgement advocacy as four communication modes, map situations to five quadrants (outcome vs relationship), and apply Harvard’s eight‑point success framework. Demonstrates with concrete outcomes — scholarship for Women Don’t Ask, a six-figure job with unlimited vacation, a hotel-party negotiation that keeps the party until 3am — and simple exercises that expose competitive versus collaborative strategies.
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chapters (16)
- 0:00Introduction
- 1:16Principled vs conflict-based
- 3:22Why negotiation matters
- 5:26Role of tact
- 6:08Relationships vs outcomes
- 7:09Competitive negotiation ethics
- 8:33Collaborative negotiation
- 9:18Interactive negotiation game
- 13:14Defining negotiation success
- 14:37Creative solutions
- 15:19Four communication modes
- 17:24Cultural barriers
- 18:06Curiosity and needs
- 19:09Interests vs positions
- 20:57Breaking conflict barriers
- 23:49Negotiation principles
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