Adeline Barry Davee Professor of Management & Organizations; Executive Director of the Center for Executive Women
If the idea of negotiating for...anything...makes you break into a cold sweat, you’re not alone.
“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.
Be sure your mentee “owns” the relationship—and don’t shy away from tough conversations.
High achievers often worry they aren’t qualified to weigh in. Here’s how to get past those self-sabotaging thoughts.
Coworkers can make us crazy. Here’s how to handle tough situations.
Plus: Four questions to consider before becoming a social-impact entrepreneur.
Finding and nurturing high performers isn’t easy, but it pays off.
A Broadway songwriter and a marketing professor discuss the connection between our favorite tunes and how they make us feel.