Top Highlights

• The Power of Framing •   The Power of Process •   The Power of Empathy
• Part I focuses on the amazing potential of framing. Effective negotiators know that how you articulate or structure your proposals can be as important as what you are proposing. •   Part II focuses on the decisive role of process in determining outcomes. Negotiating the process astutely can be more important than bargaining hard on the substance of...
• They decided that the way forward was to stop negotiating over “what percentage of all revenue” goes to each party. Instead, the parties would divide “all revenue” into three separate buckets that represented the different streams of NFL revenue. Then, they negotiated a different revenue sharing percentage for each bucket.
• the three-buckets approach is superior to the one-bucket approach in one essential respect: it allows each side to go back to its constituents and declare victory.
• The “frame” of the negotiation is a psychological lens. It is a sense-making apparatus that influences how people perceive each other, the issues at hand, and the options that exist. There is almost no limit to the number and types of frames that can emerge in a negotiation. For example, negotiators may look at a deal through a financial or a strat...