“Even experienced negotiators tend to get really afraid,” according to Victoria Medvec, a professor of management and organizations at Kellogg, and author of the book Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes.
To help take some of the fear out of it, Medvec says it’s important to understand that “no” is not the end of the negotiation—it’s the beginning. And the more due diligence you do beforehand, the more well-positioned you’ll be to get what you want, or at least something close to it.
In this episode of The Insightful Leader, we look at how to negotiate effectively and fearlessly.
Note: The Insightful Leader is produced for the ear and not meant to be read as a transcript. We encourage you to listen to the audio version above. However, a transcript of this episode is available here.