What you missed in Negotiations class: insights from your professors

Stuart Diamond, author of NY Times bestseller Getting More, emeritus legal studies and business ethics professor:

“It is not true that there are special negotiation tools just for women – the best negotiation tools are universal. Those tools include finding and valuing their perceptions, providing emotional payments, addressing cultural differences and ensuring there are fairness metrics. Don’t believe the misguided conventional wisdom like power, leverage and logic, which produce far less value and inferior relationships.”

Eric Max, New Jersey State Office of Dispute Settlement director, negotiations lecturer:

“In real estate investment, the three most important things to remember are location, location and location. In negotiation the three most important things to remember are practice, practice and practice. Only through practice can you find the negotiation style that works best for you. This will lead to confidence and success at the negotiating table.”

Cade Massey, Wharton Operations, Information and Decisions professor:

“There is nothing more important in negotiation than understanding what the other party wants. Many people think it’s most important to cajole, or pound the table, but the best negotiators excel at something quite different: listening. This also happens to be a skill that women are often better at than men! Work to understand what the other party really needs. Delivering on that is the easiest path for getting what you need.”

Milan Prilepok, McKinsey & Company senior negotiations expert, negotiations lecturer:

“My professional experience and research suggests that when normalizing for the most important factors, women do just as well as men in terms of negotiated outcomes. However, one area for some women, and perhaps some men as well to consider, is not avoiding conflict or discomfort at all costs. In essence, it is wise to be more willing to make your needs and expectations clear, and have the conviction and confidence to continue the negotiations as long as necessary, deploying different tools as needed, to meet your goals – which is the reason we negotiate in the first place.”

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