Negotiating Beyond Win-Win

The world is becoming more interconnected. Digital platforms and social media are giving us a greater “voice” and more ways to group, which can increase the chances of disagreeing with one another. Unsurprisingly, we are seeing great polarisation and conflicts in many parts of the world.

In this podcast, INSEAD professors and the co-founders of INSEAD’s Negotiation and Conflict Management Collaborative (NCMC), Horacio Falcão, Roderick Swaab and Eric Luis Uhlmann, explain why negotiation and conflict management are ever more important in these times. They discuss what it means to go beyond just a one-time “win”, and the need for more constructive dialogues and sustainable negotiation strategies.

Developing negotiation skills will not only increase tolerance, but also help people transform disagreement into opportunities to work together and create value – in other words, expanding the pie instead of trying to expand their share of a “fixed pie”. Ultimately, if we learn to interact with others with a win-win mindset, we can build a more humane world – one negotiation at a time.