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Negotiating the Sweet Spot
Book

Negotiating the Sweet Spot

The Art of Leaving Nothing on the Table

HarperCollins Leadership, 2020 plus...


Editorial Rating

7

Qualities

  • Applicable
  • Well Structured
  • Engaging

Recommendation

“Win-win” is the buzzword for successful negotiations, but most fall short of the mark. Seasoned negotiators learn that getting to win-win requires outsmarting, outshouting or outmaneuvering your counterpart. Alas, these strategies are ineffective. Yet it is possible to “maximize the value” for all parties, a process negotiation expert Leigh Thompson calls “finding the sweet spot.” Thompson shares several hacks to help you find the sweet spot as you navigate negotiations. Once you do so, you’ll arrive at better solutions, whether you’re negotiating a work contract or control of the TV remote.

Take-Aways

  • Sweet spot negotiations maximize value by leveraging the wants, needs and interests of all participants.
  • In most negotiations, parties attain greater value by working together than by bargaining alone.
  • Conventional wisdom suggests minimizing conflict, but suppressing your wants and needs can damage relationships.

About the Author

Leigh Thompson is a business management professor at the Kellogg School of Management, Northwestern University. Her previous books include Creative Conspiracy and Making the Team.