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14. (EN) Tom Vos — What Makes a Good Negotiator?

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Manage episode 313113559 series 3259324
Content provided by TEDxKULeuven. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by TEDxKULeuven or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

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!

  continue reading

40 episodes

Artwork
iconShare
 
Manage episode 313113559 series 3259324
Content provided by TEDxKULeuven. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by TEDxKULeuven or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

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!

  continue reading

40 episodes

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