To get the most out of our negotiations, we need to optimize, not compromise. In today's episode, Leigh Thompson describes a more effective approach to finding the "sweet spot" in every negotiation and outlines practical steps we can take to maximize the value of our position.
ABOUT LEIGH:
Dr. Leigh Thompson is a distinguished professor at Northwestern's Kellogg School of Management. Her work and research on negotiation, creativity and teamwork has appeared in popular outlets like Business Insider, Fast Company, Harvard Business Review and The Wall Street Journal. Her most recent book is
Negotiating the Sweet Spot: The Art of Leaving Nothing on the Table.
LINKS:
Book: Negotiating the Sweet Spot
LinkedIn
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No BATNA? Think again!
How to respond when they ask you about your BATNA?
The IDEAL opening offer?
Point offer or range offer at the negotiation table?
