Project Description

Spotting the Difference between Wise Yes and Wise No, and Discovering When to Walk Away. What is the point of a negotiation? Not what most people think. The title of the otherwise excellent book, Getting To Yes implies the goal is to reach agreement. But in this thought-provoking and immediately useful talk, we challenge that idea, as we consider the problem of ‘Deal Euphoria’- and the idea that often the wisest course is to not agree. With memorable cases and specific suggestions for spotting wise choices, the talk gives participants practical, counter-intuitive insights about the real purposes of negotiation.