Episode #148: Josh Weiss
Creativity Over Compromise
Doctor Joshua Weiss is the co-founder of the Global Negotiation Initiative at Harvard University and a Senior Fellow at the Harvard Negotiation Project. He is also the director and creator of the Master of Science Degree in Leadership and Negotiation at Bay Path University. Dr Weiss is the creator of a number of innovative products that use the power of present day technology to convey negotiation to a broad audience, including the negotiation tip of the week, NTOW podcast and The Negotiator In You audio book and e-book series. [01.14] Josh defines Negotiation – negotiation has a lot of connotations to it, but mainly it is a process between two or more people who are trying to solve a problem or meet their objectives through some mutually agreed upon solution. From a business view, it is the way in which we create deals, relationships etc.
[01.43] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Josh explains that it is not just sales people who feel anxious when they negotiate. Primarily because they see the process as right with deception and manipulation and people equate negotiation with compromise in giving up things they would actually like to have. Josh talks about several models that help people get more comfortable and […]