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Podcast: Ace Your Next Negotiation with Sheila Heen

Sheila Heen headshot

This recording of one of our most popular teleclasses yet, “Ace Your Next Negotiation,” will prepare you for your next tough conversation—whether it’s about securing a business deal or talking salary and benefits with your boss.

Listen to the 30-minute teleclass or read the full transcript below.

Key Points:
– Without knowing the language of negotiation, we tend to operate instinctively rather than logically in tough conversations.
– Anytime you’re trying to influence someone else, you’re negotiating. But don’t assume that every negotiation is adversarial, like price haggling.
– Learn the four core elements of effective negotiation: Interests, Options, Criteria, and Alternatives.
– You can learn to negotiate with yourself to counter worries about being perceived as “greedy” or “a troublemaker.”

Sheila Heen is also the CEO of Triad Consulting Group. Her new book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well (Even When Off-Base, Unfair, Poorly Delivered and Frankly, You’re Not in the Mood), came out this year.

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