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14. (EN) Tom Vos — What Makes a Good Negotiator?
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X-tra Time #14
"Some people have the conception that negotiation is about winning from the other party, that you need to be tough and prepared not to give in. The idea is that experienced negotiators will rip you off or use tricks to manipulate you. The theory that we teach, however, which is the principled method of negotiation, is not about that at all. It's firstly more looking at negotiation as a way to collaborate, and secondly it's 90% about empathy and active listening."
Listen to our conversation with Tom Vos, Phd researcher at the KUL and co-founder of the LCM student association. We talked about negotiation & mediation, nudging & biases, what it's like studying at Harvard, and did a LIVE demonstration of the Socratic Method.
Mentioned in the podcast:
- LCM student association
- The socratic method (for a demonstration see 39:50 onwards)
- BOOK: Thinking, Fast and Slow — Daniel Kahneman;
- BOOK: Beyond Winning — Robert H. Mnookin;
- BOOK: Difficult Conversations: how to discuss what matters most — Sheila Heen;
- BOOK: Getting to Yes — Roger Fisher & William Ury
More of this? Subscribe to X-tra Time on your favorite podcast platform or follow TEDxKULeuven on social media!
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