Getting by Giving: The Power of Radical Empathy in Negotiation | Russell Korobkin | TEDxUCLA
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- เผยแพร่เมื่อ 12 ม.ค. 2024
- Most people who approach a situation that calls for negotiation focus almost entirely on themselves - what they need or want. But, as Professor Russell Korobkin explains, the best negotiators do the opposite, focusing on the needs of the other party. His framework of “radical empathy” provides new insight into how to achieve success if you are negotiating a high stakes business deal, or just trying to get your kid to go to sleep.
Russell Korobkin is Interim Dean and Richard C. Maxwell Distinguished Professor of Law at UCLA School of Law. He teaches and writes about negotiation, dispute resolution, contracts, and the intersection of law and human behavior. He is the author of The Five Tool Negotiator: the Complete Guide to Bargaining Success (Liveright, 2021), as well leading textbooks on negotiation and on contract law and more than 50 law journal articles in the fields of behavioral law and economics, negotiation and alternative dispute resolution, contract law, and health care law.
Prior to joining the UCLA faculty in 2001, Korobkin held appointments at the University of Illinois College of Law and the University of Illinois Institute of Government and Public Affairs. He has taught as a full-time visiting professor at Harvard Law School and the University of Texas School of Law. He regularly teaches negotiation courses to undergraduates, law students, and business students around the world, conducts negotiation training programs for professionals, and mediates disputes. This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at www.ted.com/tedx
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This was the best ted talk i have ever heard! Russell is so informative and is able to communicate complex concepts in very understandable terms.
Great points! Radical empathy, fairness and having a clear understanding of the needs of the other party are key in successful negotiations! Thank you so much for the great advice!
Negotiation is a significant component of my job and I completely agree with this
Awesome! One of the best Ted Talks I've ever heard!❤
Thank you! Great message.
01:15 🐴 Empathy is key in negotiation; focusing on helping the other party achieve their goals leads to better results.
03:52 🌐 Bono's successful negotiation for debt relief involved emphasizing how it satisfied the needs and desires of the other negotiators.
06:08 💡 Providing valuable benefits to the other party in negotiations can lead to a win-win situation.
08:01 🤝 Radical empathy helps negotiators understand and address the emotional and psychological needs of all parties involved.
10:04 💰 In the ultimatum game, players often reject unfair offers, showing the importance of considering fairness and empathy in negotiations.
10:39 🛑 Lack of empathy led to a failed negotiation in Petra; negotiators need to avoid unfair offers and show respect to achieve successful outcomes.
13:53 🛌 Applying radical empathy in personal negotiations, such as bedtime discussions with children, can lead to better agreements and understanding.
I have been in business for 17 years, selling in that industry for over 35. I would say my success has always been found in finding mutual benefit, which means you have to both see and understand the needs of the person you are working with. If only one side benefits, or it is a zero sum game, the transaction is unsustainable. As a result of that thinking, most of my clients have been working with me for over 20 years, even with changes in the decision making staff.
Thank you ❤.
Awesome!
The paradox being that the other person is acting in their own self interest. They want to win.
The empathy is an understanding that of the other party's desire to dominate.
- That is why we price objects higher than we want and then allow ourselves to be talked down.
- This is why we call buying something at an auction "winning."
Richard Feynman Gametheory was my entry.
One of my first lessons in life management.
inspirational ❤
Carl Pucci recommended me this.
Very interesting , fairness is really important.
Very true, can't argue with that.
Thank you so much for your presence. 😮
King 👑
Interesting points that would make for more pleasant interactions. I’m not clear though about whether radical empathy differs from empathy?
Pop off 🗣️🗣️
At least without negotiation nothing is possible...but it might be different if our perspection of things is different👍
You have to give to get.
rather the point.
Yin Yang☯️
Nice talk nice use of English language
Bedtime is non-negotiable. I don't negotiate with terrorists.
Instead of begging for debt to be forgiven how about looking at why the funds have been misappropriated in the first place and fixing that issue?
I think there's a fine line between negotiation and just being cheap.
both sides are being cheap. But just being cheap is not negotiation.
There's another way negotiation by intimidation
Risky. Intimidate too little and you will not be taken seriously. Too much, and everyone unites to oust you. And the line gets thinner the longer you continue.
That's not negotiation, that's bullying.
He really said nothing. Of course you get better results when you use the golden rule or outright pander to the other party
He said a bunch. And what you said needs some backing data to be believable.
Sounds like the art of the deal. I'm glad you support Trump's negotiation style. He is indeed a brilliant master negotiator.
This sounds like the exact opposite of whatever nonsense flump farted out. He’s such a “good” negotiator that he has stopped pretending to be innocent and is now unsuccessfully trying to convince people that he deserves to do crimes.
@@ryanhall7607 lovely display of TDS. One of the reasons he lives rent free in your head is you underestimate him. You may disagree with him, but he is one of the greatest negotiators the world has ever seen.
@@meanderinoranges He’s so good at negotiating that he wasn’t able to give his own closing arguments in his fraud case where he has already been found guilty of lying about publicly available information. While I would agree that trump derangement syndrome exists, it clearly affects his supporters, not normal people.
@@meanderinorangeswhat's TDS?
@@Thegirlwhoknowsthings Trump Derangement Syndrome
😂 the commercials thru this video are laughable at best. I can't believe trumpy Dumpy will stop at nothing to strike fear in everyone
you get ads?