Episode 17: Splitting the (Collaborative Value) Pie

This episode talks about the benefits of negotiating the agenda and ground rules of a negotiation up front....where, when, who, what, etc.

This episode discusses the importance of knowing what/who is driving your negotiating counterpart.

Should have included this book in the previous episode of books not written for negotiators but that should be read by them.

This episode share five or six books that were not written as negotiation how-to's, but contain very helpful information and advice that can make those who read them better negotiators.

This episode talks about the importance of trust and trustworthiness in Negotiating.

This episode summarizes the concept of splitting the pie described in the book, "Split the Pie," by Yale Negotiation professor, Barry Nalebuff.

This episode talks about how important the first few minutes of verbal and non-verbal interaction in a negotiation is as this is when the groundwork is set that will greatly influence how willing the other side is to listen to what you have to say.

This episode discusses way to negotiate - either for terms to an agreement or to resolve a dispute - during what is perceived to be a 'crisis.'

This episode talks about how negotiators can influence (and are influenced by) others.

This episode talks about the value to be gained in building relationships with potential negotiating counterparts before you have to negotiate with them, that is, the power to be found in creating coalitions and establishing familiarity among colleagues within your industry and community.