Mastering Difficult Situations through Negotiation

Summary

In this MIT Leadership Center video, Jared Keran, Sloan Distinguished Associate Professor, discusses the importance of negotiation as a tool for empowerment and leadership. He emphasizes the balance between empathy and assertiveness, suggesting that asking questions is key to achieving this balance. Keran highlights the significance of preparation, including uncovering one's own blind spots, to ensure successful negotiation outcomes.

Takeaways

• 🗣️ Negotiation is a fundamental aspect of leadership, central to influencing others and creating change.
• 🤝 Empathy and assertiveness are crucial in negotiation; balancing these helps maintain relationships while achieving goals.
• 🔍 Asking questions is a powerful tool in negotiation; it allows for understanding the other party's perspective and building consensus.
• 💼 In salary negotiations, being assertive without empathy can be counterproductive; asking questions can lead to a more collaborative outcome.
• 🤝 Sharing information during negotiations can increase commitment to the outcome and enhance the perceived value of the negotiation.
• 🧐 Preparation is key to successful negotiation, with theorists suggesting it accounts for 90% of success.
• 🤔 Identifying what you don't know is a critical part of preparation to avoid surprises and better understand the negotiation landscape.
• 😟 Anticipating questions you hope won't be asked can help uncover blind spots and prepare you to address them effectively.
• 💡 Thinking about what could blindside you in a negotiation can lead to better preparation and more robust responses.
• 📈 Researching and understanding market standards, like salary ranges, can provide a solid foundation for negotiation.

Q & A

What does Jared Keran believe is the most important aspect of negotiation?

Jared Keran believes that negotiation is a source of empowerment and is central to leadership, involving the process of negotiation and influence to create change.

How does Jared Keran define leadership in the context of negotiation?

Jared Keran suggests that leadership can be defined by the process of negotiation and influence, which can involve influencing one person or an entire organization.

What is the challenge Jared Keran identifies in balancing empathy and assertiveness during negotiations?

Jared Keran identifies the challenge of balancing empathy for one's counterpart with assertiveness for oneself as a key aspect of negotiation.

Why does Jared Keran advocate for asking questions during negotiations?

Jared Keran advocates for asking questions as a way to balance empathy and assertiveness, maintain relationships, and engage the other party in the negotiation process.

How does asking questions help in achieving good outcomes in negotiations according to Jared Keran?

According to Jared Keran, asking questions helps in achieving good outcomes by making people feel part of the process, which increases their commitment to the outcome.

What does Jared Keran suggest is the key to preparing for a negotiation?

Jared Keran suggests that preparation is key to successful negotiation, with most negotiation theorists arguing that it accounts for about 90% of success.

How can one uncover their blind spots in negotiation according to Jared Keran?

Jared Keran suggests uncovering blind spots by asking oneself what they are worried about in the negotiation and preparing for the best way to answer those concerns.

What is Jared Keran's advice for dealing with the fear of being blindsided in a negotiation?

Jared Keran advises that one should ask themselves what they would be blindsided by and then focus on preparing a thoughtful response to that potential question.

How does Jared Keran recommend handling questions about other job offers during a salary negotiation?

Jared Keran recommends handling questions about other job offers by implying that one is at the beginning of the process and has more conversations planned, rather than directly stating whether they have other offers or not.

What role does research play in Jared Keran's approach to salary negotiations?

Jared Keran suggests that research plays a significant role in salary negotiations, as it allows one to compare their compensation with market rates and to share this information with the other party.

How does Jared Keran view the subjective value in negotiations?

Jared Keran views the subjective value in negotiations as high when the other party feels engaged and part of the process, leading to better outcomes and commitment to the negotiated result.