Ever negotiated with someone who will concede almost everything... except for one really big thing? This week on S4N, Gene explores Ronald Reagan's failed negotiation with Mikhail Gorbachev regarding the nuclear arms race - and breaks down why one man who conceded almost everything still couldn't get a deal done.
Learn how to identify the other side's sticking point, explore and avoid the pitfalls of "shiny object syndrome," and gain negotiation tools straight from American diplomats. Plus, define asymmetric responses and how to handle them, discover how involving someone outside of the negotiation team can help resolve negotiated points, and dare to ask the ever-present question: are you fighting about nothing? Remember: negotiation is life.
Mentioned in this episode:
- An Impossible Dream: Reagan, Gorbachev, and a World Without the Bomb by Guillaume Serina
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