Negociando con el Diablo; Robert Mnookin (Libros de Negociación)

Summary

In this video, the speaker reviews Robert Mnookin's book *'Negotiating with the Devil'*, which explores the complexities of negotiation across various domains, including business, politics, and personal disputes. The author, a renowned negotiation expert, examines the ethical dilemmas involved in negotiating with difficult parties, including global historical figures and family conflicts. The speaker highlights key lessons from the book and emphasizes its practical value for professionals and individuals facing challenging negotiations. Viewers are encouraged to read the book for deeper insights into negotiation strategies and resolving conflicts effectively.

Takeaways

• 😀 The book *Negotiating with the Devil* by Robert Mnookin explores how to negotiate in extreme situations, including with morally questionable parties.
• 😀 Mnookin is an expert in negotiation, holding a prestigious position at Harvard Law School and advising corporations and governments.
• 😀 The book is structured into four parts: Understanding the Challenge, The Global Devils, Corporate Devils, and Family Devils.
• 😀 One key takeaway from the book is recognizing common negotiation traps, such as the 'satanization' of the other party and the 'zero-sum' mindset.
• 😀 The 'zero-sum' mentality, where one party wins and the other loses, can limit creative negotiation solutions and hinder progress.
• 😀 In the section on 'Global Devils,' Mnookin analyzes difficult negotiations with historical figures like Nazi leaders and Nelson Mandela, questioning the ethics of negotiating with such forces.
• 😀 The case of Nelson Mandela's negotiation during apartheid shows how political figures might need to compromise, despite moral dilemmas.
• 😀 The 'Corporate Devils' section explores business disputes, using the IBM and Fujitsu patent case as an example of high-stakes corporate negotiations.
• 😀 In the 'Family Devils' section, Mnookin discusses emotionally charged family disputes, such as divorce and inheritance battles, where emotional intelligence plays a crucial role.
• 😀 The book encourages readers to evaluate whether negotiation or confrontation is the best course of action in different conflict situations, providing practical lessons for marketers and executives.

Q & A

What is the main theme of the book *Negociando con El Diablo* by Robert L. Ruskell?

The book focuses on understanding when to negotiate and when to stand firm in various situations, exploring different strategies and ethical considerations in negotiations, both in business and personal matters.

What is the background of the author, Robert L. Ruskell?

Robert L. Ruskell is a negotiation expert who holds the Samuel Wilson Chair at Harvard Law School and directs the university's Negotiation Program. He has also advised various corporations, government agencies, and law firms.

What are some of the negotiation traps discussed in the first part of the book?

The first part of the book discusses common negotiation traps, such as 'satanization' (viewing the other party as inherently evil) and 'zero-sum' thinking (where one party's gain is seen as the other's loss), among others.

How does Ruskell approach the concept of 'win-win' negotiations?

Ruskell warns against the overuse of 'win-win' thinking, pointing out that it may not always be possible or appropriate. Sometimes, negotiations might require more strategic or adversarial approaches.

What is the significance of the 'Global Devils' cases discussed in the book?

The 'Global Devils' cases examine historical figures who negotiated under morally challenging circumstances, such as Rudolf Kushner negotiating with the Nazis during WWII and Nelson Mandela's negotiations during the apartheid era.

What lesson does Ruskell draw from Nelson Mandela’s negotiations in the context of apartheid?

Ruskell explores whether Mandela should have negotiated with the apartheid regime and the moral complexities surrounding his decisions. The case highlights the ethical dilemmas in negotiations with oppressive forces.

What are the 'Business Devils' cases, and how do they relate to negotiation?

The 'Business Devils' cases focus on corporate disputes, such as the patent battle between IBM and Fujitsu, illustrating how business negotiations can also involve complex moral decisions and strategic considerations.

What is the focus of the 'Family Devils' section in the book?

The 'Family Devils' section addresses personal conflicts, such as inheritance disputes and custody battles. It explores the emotional and psychological factors at play in family-related negotiations.

How does Ruskell analyze the decisions made in the case studies?

At the end of each case study, Ruskell provides an evaluation of the decisions made, analyzing whether they were the right choices and offering alternative strategies for handling the situation.

Who would benefit from reading *Negociando con El Diablo*?

The book is especially beneficial for marketers, sales professionals, executives, and anyone involved in high-stakes negotiations. It offers valuable insights for handling both business and personal negotiation challenges effectively.