It's heartening to see that everything you summarize in the section 'A fresh perspective' is covered in detail in my 'Tug of War: The Tension Concept and the Art of International Negotiation' (2010), the first book on negotiation as flexible, ongoing management of ever-changing informational chaos.
Can’t wait to read more! Your class was my favorite HBS class. It was also one of the most useful courses I’ve taken - I still refer back to my notes regularly.
Thanks for your kind words about the class! As I hope was obvious, I loved teaching it. I don't know what it says about me, but I was always tinkering with it, adding new stuff--which sometimes worked and sometimes didn't.
I'm amazed that you still have your notes. Just curious, what ideas have been most useful?
Thanks for your kind words about the class! As I hope was obvious, I loved teaching it. I don't know what it says about me, but I was always tinkering with it, adding new stuff--which sometimes worked and sometimes didn't.
I'm amazed that you still have your notes. Just curious, what ideas have been most useful?
Of course! I think that one most useful insights I gained from the course came from the negotiation role playing exercises. I remember negotiating against someone who flat out lied to me. I had a feeling that they were lying but wasn't sure. I learned that when negotiating with someone who you don't know and who is willing to lie, unless you have Paul Eckman-level face reading skills, you may end up with a deal that is worse for you. This is why reputation is important. This is why it is important to learn about the other person's reputation / negotiation style ahead of the negotiation, if possible. Even when the other party is acting ethically, it is helpful to learn about their
Excited for this! I took your class in negotiations around 2003 or 04 at HBS, and the lessons you taught there have stayed with me all these years. But negotiating is like a sport: you might still remember the rules but you can’t stay at the top of your game without practice and preparation for the game. This forum will be both.
Great to hear from you Chris! And I agree that learning/executing is a lifelong endeavor. I'm still learning myself; that's the fun of it. Just curious: did you get an email from Substack or did you learn about Jazz some other way. Mike
It's heartening to see that everything you summarize in the section 'A fresh perspective' is covered in detail in my 'Tug of War: The Tension Concept and the Art of International Negotiation' (2010), the first book on negotiation as flexible, ongoing management of ever-changing informational chaos.
Interesting, Tony. :) :)
This is a superb and very practical, useful newsletter about negotiation. Thanks to Michael Wheeler for putting it together.
Can’t wait to read more! Your class was my favorite HBS class. It was also one of the most useful courses I’ve taken - I still refer back to my notes regularly.
Hi Karina,
Thanks for your kind words about the class! As I hope was obvious, I loved teaching it. I don't know what it says about me, but I was always tinkering with it, adding new stuff--which sometimes worked and sometimes didn't.
I'm amazed that you still have your notes. Just curious, what ideas have been most useful?
Best, Mike
Hi Karina,
Thanks for your kind words about the class! As I hope was obvious, I loved teaching it. I don't know what it says about me, but I was always tinkering with it, adding new stuff--which sometimes worked and sometimes didn't.
I'm amazed that you still have your notes. Just curious, what ideas have been most useful?
Best, Mike
Of course! I think that one most useful insights I gained from the course came from the negotiation role playing exercises. I remember negotiating against someone who flat out lied to me. I had a feeling that they were lying but wasn't sure. I learned that when negotiating with someone who you don't know and who is willing to lie, unless you have Paul Eckman-level face reading skills, you may end up with a deal that is worse for you. This is why reputation is important. This is why it is important to learn about the other person's reputation / negotiation style ahead of the negotiation, if possible. Even when the other party is acting ethically, it is helpful to learn about their
negotiation style ahead of time so that you can modify your playbook as needed. Looking back, this seems obvious but I think it is a helpful reminder.
Excited for this! I took your class in negotiations around 2003 or 04 at HBS, and the lessons you taught there have stayed with me all these years. But negotiating is like a sport: you might still remember the rules but you can’t stay at the top of your game without practice and preparation for the game. This forum will be both.
Great to hear from you Chris! And I agree that learning/executing is a lifelong endeavor. I'm still learning myself; that's the fun of it. Just curious: did you get an email from Substack or did you learn about Jazz some other way. Mike
Email from substack