The Negotiate WELL Podcast Hannah Riley Bowles

In our fourth and final episode of this season of the Negotiate WELL Podcast, we share stories about gaining information, advice, social support, and advocacy to enhance your negotiation preparation and outcomes. We also illustrate how to build your relationships through negotiations by attending to others’ interests and reaching agreement based on shared principles.

In this episode, we focus on how to Reduce Ambiguity about what is negotiable, how to negotiate, and who are the negotiating counterparts. If you’re about to enter a negotiation or even if you’re in the midst of one, it’s sometimes hard to see what is possible and how to proceed. We talk about how to reduce reliance on biases and assumptions by getting the clearest picture possible about your negotiation potential.

So, you know what your goals are, and now you need to “Understand what You’re Negotiating For.”  

Are you making a standard request (“asking”)? Are you asking for a special exception (“bending”)? Or are you proposing a new way of working together with others (“shaping”)?  

In this episode, we explore the second step of the Be SURE framework and offer insight into how gaining a better sense of what you're asking of others can make you a more effective negotiator.

What is most important to you? What are you working towards?  

Often times in life and in negotiations, people are told what the logical next step is. However, this can be vague, and it may not even be what is most important for you. That is why, like most things in life it’s vital that you Start with Your Goals.   

In this first episode of the Negotiate WELL podcast we’ll share more why it’s important that in any negotiation, you should Start with Your Goals—the first step of the “Be SURE” framework. 


For additional resources please visit: https://case.hks.harvard.edu/negotiate-well-case-collection/.