Directly from the Program of Negotiations of Harvard University - Part 2/3

In this podcast, Ricardo Vargas presents the second podcast from a series of three podcasts recorded directly from the Program of Negotiations of Harvard University in Cambridge - MA, where he attended the courses of Negotiations for Senior Executives and Dealing with Difficult People.

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Episode transcript

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Speaker 1 (4s): Hello everybody welcome to the five Minutes PM podcast. This week, I will continue the discussion about the Program of negotiation at Harvard university. And now I will comment the second day of the training about how to build better outcomes. One of the most interesting things that are here on that day was its not only to make the deal, but make the best deal. It's not only make the deal in solve the problem and negotiating nor that solved the problem, but how we can share information, share perspective and create a positive environment to build the best deal for both sides.

And during the course, the professor showed two different videos, both of them on the same negotiation, but in the first video, the actors, they were very defensive negative a no all the time saying no audit time. No, this is not possible. This is not possible. And in the Part to the second video, they change it completely. The framework, the topics to be negotiate on the table was the same, but in a much more positive smile and trying to find an agreement, trying to make the deal.

And it's different. One perspective of the negotiation is to claim Valley is to try to take the bigger slice of the pie. But in the other part of the school of negotiation is to create value in how we can increase the pie so we can have the best deal for me, but also the best deal for the other size. So this is the use of assertiveness and empathy to increase the pipe.

If we focus only on the People and Frank to take hours lies maybe will not make the best deal. So he told a lot about all the positive environmental and trying to reach and trying to be collaborative and less competitive. It's very typical. When you think about Negotiations, it's a win, win, lose negotiation So for this organization to be good for me, it must be very bad for the other side, but when you think in better outcomes for both sides and when relationship matters, when you want to create a collaborative agreement, it's very important to use all your nimbleness, assertiveness, to empathy, to increase the pie.

So avoid negative words. And then he told about a book that I read. It's very, very good. A book it's called pursue John from Robert cl teeny. It's a, it's a book, a very interesting about how you can increase your ability to make things happen for you. So how you can use the scarcity factor or the gift to receive So.

This book has a very interesting in most of the lesson during that day was about how we can create a positive agreement. And the third part of the course was about three Part negotiation. It's a much more complex approach. And where were in places where you have three different players with different interest and then this challenge to increase the pie will be even bigger. We did an exercise very interesting about sharing points between three people.

And it's very hard to make a deal that it's good for everybody. If you don't open your mind and prepare yourself to create Valley in not only to claim Valley. So those was a very, very good exercise. The group. And I did this exercise with a gentleman from Qatar and another one from us. It was very interesting, a Brazilian and me the least professional and an America one trying to share the bye and create value and increase the pie to solve the problem for all of us.

It was a very great day. Next week I will make the turret and find a podcast about the course. Talk a little bit more of how to deal with difficult people and difficult situations. See you next week. Bye bye.

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