Most people approach negotiation as a zero-sum game: for me to win, you have to lose. We fight over who gets the biggest slice of the pie. But what if the most successful negotiators aren’t the ones who fight hardest, but the ones who bake a bigger pie?In today’s 5-minute briefing on Professor George J. Siedel’s essential guide, “Negotiating for Success,” we explore the critical difference between distributive (dividing) and integrative (expanding) negotiation. Discover why focusing on interests, not positions, is the secret to unlocking value that wasn’t there before.
George J. Siedel is a world-renowned authority on negotiation and the Williamson Family Professor Emeritus at the University of Michigan’s Ross School of Business. He is the author of 'Negotiating for Success: Essential Strategies and Skills' and the creator of a record-breaking MOOC with over 1.5 …
Get the 20-minute audio masterclass for this book and hundreds more. Deep dives, actionable worksheets, and expert analysis—available exclusively for Momentum members.
Join 5,000+ leaders growing daily.
