The Best Way to Win a Negotiation, According to a Harvard Business Professor | Inc.

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  • เผยแพร่เมื่อ 3 พ.ค. 2024
  • Deepak Malhotra, Harvard professor and author of 'Negotiation Genius,' shows you exactly how to approach and win any negotiation.
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ความคิดเห็น • 225

  • @raresmardach
    @raresmardach 3 ปีที่แล้ว +566

    The negotiation tweaks:
    1. Hold a negotiation strategy meeting
    2. Don’t reward people for coming up w/ the right strategy; reward people for good arguments
    3. Asses what happens to you if there’s “no-deal”. Focus on what happens to them if “no deal”
    4. Negotiate process before substance
    5. Normalize the Process
    6. Think about all the questions you need to ask the other side. Then add 10 more to the list
    7. Ask the right questions. Asking “Why?” is 10x more important than asking “What?”
    8. Prepare in advance for the toughest questions they may ask you.
    9. It has been said that “whoever makes the first offer loses”. I completely disagree.
    10. Never let you offer(numbers)speak for itself. Always tell the story that goes with it
    a. We are asking for X because ...
    b. We are asking for X, here is our model, analysis, assumptions
    c. The richer the narrative, the story the more the number sticks
    11. Label your concessions.
    a. Zoom out - as negotiator manage the attributions made of you
    12. Avoid mindless haggling ... by negotiating multiple interests simultaneously
    13. Next time, don’t make an offer. Consider making multiple offers simultaneously
    14. Initial reactions matter. If their offer is unacceptable, waste no time in conveying this.
    15. Understand & respect their constraints. Why might the be rejecting your legit demands?
    16. Beware. What looks like irrationality is usually ignorance or interests you don’t understand.
    17. Write their victory speech for them.
    18. Ignore ultimatums,
    19. Only make ultimatums if
    a. You will follow through
    b. You’ve exhausted better alternatives.
    20. Don’t let negotiations end with”no”. They should end with yes, or with an explanation fo why not.
    21. Follow phone calls and meetings w/ emails to
    a. Confirm
    b. Reframe as needed - us more language around your perception
    c. Gather more information - what the process is, with whom to talk next etc.
    22. Always tell the truth.

    • @bravemind8152
      @bravemind8152 3 ปีที่แล้ว +11

      Thank you for sharing your comprehensive summary.
      Well done!

    • @kwesidadze4239
      @kwesidadze4239 2 ปีที่แล้ว +13

      Life owes you one

    • @keng4560
      @keng4560 2 ปีที่แล้ว +5

      @@kwesidadze4239 kwesi, Yaw dey here some the guy save ma life 😂

    • @dr.amalarathna570
      @dr.amalarathna570 2 ปีที่แล้ว +3

      👍

    • @sendjudahfirst22
      @sendjudahfirst22 2 ปีที่แล้ว +3

      Awesome!

  • @Obecox
    @Obecox 2 ปีที่แล้ว +133

    After watching this video, I was able to close a deal with my mom to make my sister wash dishes instead of me.

    • @makonentsoane7545
      @makonentsoane7545 ปีที่แล้ว +1

      🤣

    • @victorstarr
      @victorstarr 11 หลายเดือนก่อน

      Wow 😱 that's impressive

    • @mosaicowlstudios
      @mosaicowlstudios 10 หลายเดือนก่อน +1

      Well done. Nice work 👏👍

    • @exposemedia23
      @exposemedia23 10 หลายเดือนก่อน

      😂😂😂😂😂

    • @peterchung3889
      @peterchung3889 9 หลายเดือนก่อน

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  • @nicaiads
    @nicaiads 2 ปีที่แล้ว +3

    I'm not sure I've ever seen a more comprehensive TH-cam video I've needed to log in my head.

  • @Preeti0930
    @Preeti0930 ปีที่แล้ว +7

    I'm blown away by his content! Engaging. Simple. Powerful.

  • @thomasshakelton
    @thomasshakelton ปีที่แล้ว +4

    Probably the best talk on negotiation I’ve seen

  • @johnbcollier
    @johnbcollier 2 ปีที่แล้ว +44

    My negotiation professor from 15 years ago at HBS! Amazing insight here. One thing that always stuck with me from his course is that the best way to improve your position in any negotiation is to improve the quality of your alternatives. I've tried to incorporate this throughout my career. If I have a deal in the works (or new job, new investor, etc) I try to find at least one similar alternative option that could be compelling and work that deal as well. The process of working multiple similar deals simultaneously helps to expose blind spots in deal structure and also provides real leverage in a negotiation because you have a real alternative option.

    • @user-ux9bg4ue3r
      @user-ux9bg4ue3r ปีที่แล้ว

      great solution

    • @god-son-love
      @god-son-love 11 หลายเดือนก่อน

      How to apply this to buying a car? Paying cash doesn't seem to work anymore.

  • @denvernonis4127
    @denvernonis4127 ปีที่แล้ว

    very clear . story telling type . precise to the type . gifted teacher . keep up your good work .

  • @adebowaleadedamola4754
    @adebowaleadedamola4754 2 ปีที่แล้ว +2

    This is so insightful to winning in life and not just business.

  • @seanathanify
    @seanathanify 2 ปีที่แล้ว +2

    Truly mind blow, so happy to break my conventional idea of a successful negotiation

  • @shreyajain3678
    @shreyajain3678 2 ปีที่แล้ว +22

    I'm bowled over by his knowledge, engery and enthusiasm. Thankyou for this session.

  • @balajic3823
    @balajic3823 ปีที่แล้ว

    Fantastic...Just Fantastic!!
    Man this needs lots of practise!!

  • @elizabethowino2453
    @elizabethowino2453 2 ปีที่แล้ว +6

    A great presentation

  • @elizabethadedokun5430
    @elizabethadedokun5430 3 หลายเดือนก่อน

    This is pretty insightful, and enlightening even after five years. Thank you so much. This is a huge help.

  • @cesargil5997
    @cesargil5997 5 ปีที่แล้ว +39

    One of the most profitable and sensible presentations I've seen recently.

  • @Wihann555
    @Wihann555 2 ปีที่แล้ว +2

    Very insightful - thanks for sharing

  • @giribalasingh4872
    @giribalasingh4872 3 ปีที่แล้ว +3

    Very insightful

  • @joywilliamson550
    @joywilliamson550 2 ปีที่แล้ว +10

    This was excellent information. I could’ve used tip #19 last week. But I did use tip #14 and I had to respectfully decline a job offer. Thank you!😊

  • @abdulrazak15
    @abdulrazak15 2 ปีที่แล้ว +4

    Powerful and effective techniques presented in a easily comprehensible manner. Thanks Prof.

  • @meysammuhammadrezaei7393
    @meysammuhammadrezaei7393 9 หลายเดือนก่อน

    Practicality is awesome 👌

  • @stevenglock
    @stevenglock 3 ปีที่แล้ว +1

    Good seminar. Thanks

  • @ahmedatteya9777
    @ahmedatteya9777 2 ปีที่แล้ว +10

    It almost feels like when negotiating, there is a science and a knowledge for it. I feel as if you impacted the person you negotiated with (human interaction), in such a way, where the person loves what you said, and because of so, reflects and remembers, and also sincerely accepts your offer (because of successful business interactions/negotiations)- these qualities seem to be a good foundation for negotiation. The science of it seems that a human and another human interact (human interactions), until they negotiate. This would lead me think that human interaction is important to study and understand because it applies for both parties and unusable if one party does not come to an agreement in regards to the negotiation.

  • @Fahim_Lalani
    @Fahim_Lalani 2 ปีที่แล้ว

    Amazing

  • @hamish8767
    @hamish8767 2 ปีที่แล้ว +16

    1. Make multiple options
    2. Always make a plan
    3. Always think from the opposite site and find the flaws in your offer
    4. Make it about them not you
    5. Always think and understand what if we dont get what we want
    6. Do not consider the opposite side irrational

    • @majoroldladyakamom6948
      @majoroldladyakamom6948 2 ปีที่แล้ว

      The opposite siDe?
      Site is a geographic location, also a legal term for a Case Citation, citing legal precedence, etc.
      Thanks for the grammatical giggle... 🤣

  • @PrashantTayshetye
    @PrashantTayshetye 2 ปีที่แล้ว +1

    Excellent

  • @kevtherev8194
    @kevtherev8194 5 ปีที่แล้ว +3

    SUPERB

  • @faridPQ
    @faridPQ 2 ปีที่แล้ว

    Loved the session and lesson

  • @gabrielastoica1478
    @gabrielastoica1478 2 ปีที่แล้ว

    What an interesting material!

  • @gulreezmba3136
    @gulreezmba3136 2 ปีที่แล้ว +3

    Great presentation..!!! Well done.
    Easy to comprehend especially people who works in negotiation fields 🙂
    I somehow echo each and every business operations have negotiation paths.

  • @sridharsundararajan7441
    @sridharsundararajan7441 ปีที่แล้ว

    Excellent information.

  • @Drganguli
    @Drganguli 2 ปีที่แล้ว +4

    Great talk and the prof has excellent communication skills

  • @warrenferster9082
    @warrenferster9082 2 ปีที่แล้ว +1

    Very interesting discussion!

  • @Er.Sunil.Pedgaonkar
    @Er.Sunil.Pedgaonkar ปีที่แล้ว

    Good. Not only economic or monetary but other considerations too may drive negotiation. Language both verbal & non-verbal is very important in negotiation. Also,one coming out of negotiation doesn't mean loosing credibility.But breaking legal bond or contract may cause one to loose his/her credibility & even invite legal dispute

  • @Blackhansdom
    @Blackhansdom 27 วันที่ผ่านมา

    a useful information to learn

  • @edemghanney4775
    @edemghanney4775 2 ปีที่แล้ว +6

    Love the presentation. Learnt a lot

  • @reallife6552
    @reallife6552 ปีที่แล้ว

    Awesome

  • @AileenSerrantes-xg9pj
    @AileenSerrantes-xg9pj 6 หลายเดือนก่อน

    Thank you 🌷

  • @alinuromer5876
    @alinuromer5876 ปีที่แล้ว

    Great 👍 Negotiation

  • @bhargav7476
    @bhargav7476 5 ปีที่แล้ว +17

    this was great

  • @VeronicahBhoke
    @VeronicahBhoke ปีที่แล้ว

    Great representation

  • @ibochibo8889
    @ibochibo8889 2 ปีที่แล้ว +1

    Very nice content!!

  • @dennisdrummond4099
    @dennisdrummond4099 3 ปีที่แล้ว +5

    Awesome advise . Very logical .

  • @AbhishekSharma-ip6hr
    @AbhishekSharma-ip6hr 2 ปีที่แล้ว

    Great

  • @golfistry
    @golfistry ปีที่แล้ว

    thank you

  • @adzogbekle8830
    @adzogbekle8830 2 ปีที่แล้ว +2

    Very insightful presentation

  • @irenepoletti3241
    @irenepoletti3241 ปีที่แล้ว +2

    Hi Tai, I enjoyed your "Jungle trip". Just celebrated my 92 birthday and still think about how to make a good living. I was in the rental business, flower shop, and restaurant businesses. I didn't know anything about running a business, but had a lot of fun doing it. I found out that having money does not bring happiness. I still dream about making lots of money, but I'm thankful to bath and dress myself. I enjoy reading, writing and cooking. Sincerely, Irene (Nye,Ogden) Poletti

  • @vaibhavsaxena1979
    @vaibhavsaxena1979 2 ปีที่แล้ว

    Always make a plan

  • @satendrasingh1803
    @satendrasingh1803 2 ปีที่แล้ว +1

    Very Informative . Negotiation requires lots of preparation , before you get in Negotiation.

  • @BarkerMC
    @BarkerMC 2 ปีที่แล้ว

    Good

  • @BadrMub
    @BadrMub 2 ปีที่แล้ว +5

    To summarize, he says negotiation is little business but more psychology

  • @Timmerdetimmerdetim
    @Timmerdetimmerdetim 2 ปีที่แล้ว

    Art of the deal :D

  • @sadhosh5760
    @sadhosh5760 2 ปีที่แล้ว +1

    I was a getting a constant feeling that it was Alpacino speaking than DM....!
    ... Incredibly quality stuff though!

  • @user-re8pm5qr6h
    @user-re8pm5qr6h 9 หลายเดือนก่อน

    WOW

  • @pachukoking2963
    @pachukoking2963 2 ปีที่แล้ว

    For sure they be looking at if you are bending or not.

  • @eaglelionshark6703
    @eaglelionshark6703 ปีที่แล้ว +2

    ❤️

  • @eliah_B
    @eliah_B 4 ปีที่แล้ว +2

    A bit fast in the beginning... But appreciate it 🙏

  • @woonchinglee2991
    @woonchinglee2991 2 ปีที่แล้ว

    Hi.. I think the problem is we need to make it a win-win situation; as we all hv our needs.. BASICS, etc.

  • @MdSabbir-gj7xb
    @MdSabbir-gj7xb 11 วันที่ผ่านมา

    ❤❤❤❤

  • @shubhankarpaul2740
    @shubhankarpaul2740 ปีที่แล้ว +1

    Indians are Geniuses !!!

  • @Timmerdetimmerdetim
    @Timmerdetimmerdetim 2 ปีที่แล้ว +2

    Start watching from 5:20

  • @basicdose.9872
    @basicdose.9872 ปีที่แล้ว

    Can someone tell please. How do negotiations happen when one party has ulterior motive and are being completely deceptive and taking positions just for shock value !!?? Thanks.

  • @EPIONIX
    @EPIONIX 2 ปีที่แล้ว

    This is a $1M worth video. And you are going to understand only years later...

  • @shukrihassanhared9701
    @shukrihassanhared9701 2 ปีที่แล้ว +1

    What Is A Mind Set? Explain Word?

  • @jayaviles7268
    @jayaviles7268 2 ปีที่แล้ว

    📝

  • @ritahogikyan8560
    @ritahogikyan8560 ปีที่แล้ว

    👍👍👍

  • @jamesruscheinski8602
    @jamesruscheinski8602 7 หลายเดือนก่อน

    substantive choice republic

  • @user-adi87
    @user-adi87 2 ปีที่แล้ว +1

    Hey Share your unique selling and negotiation experience with me 😇

  • @arjalanarayan
    @arjalanarayan 2 ปีที่แล้ว +1

    Toronto Night College,English

  • @arjalanarayan
    @arjalanarayan 2 ปีที่แล้ว

    Toronto Night College, PhD

  • @shukrihassanhared9701
    @shukrihassanhared9701 2 ปีที่แล้ว

    What Ciused Domation . How Many Year Had We Working , Are They Denied.

  • @manojb8876
    @manojb8876 2 ปีที่แล้ว

    Naa at first he says there are no right answers, but there are.
    That's just saying "No"
    By bringing arguments meaning there are no right answers?

  • @kellyjohna
    @kellyjohna ปีที่แล้ว

    Define "better", better implies a moral universe. Moral universe implies moral maker.

    • @nickjames7914
      @nickjames7914 หลายเดือนก่อน

      No it doesn’t. Hierarchy of value does not automatically assume morality or a moral “maker”. It can be based on the mechanisms of evolution and the reproduction of genes.

    • @kellyjohna
      @kellyjohna หลายเดือนก่อน

      @nickjames7914 Where does hierarchy of value come from ? " If there is no God, then everything would be permitted, Fedor Dosteyevsky. Without God, there is no hierarchy. There can be no hierarchy without intelligence and no intelligence without design and no design without a designer.

    • @nickjames7914
      @nickjames7914 หลายเดือนก่อน

      @@kellyjohna I disagree. Evolution results in your genetic and biological structure via the continued interaction with those two categories interacting with their environment over which results in the way you perceive the universe, and hierarchy is a result of that process. Hierarchy may be more or less complex depending on the species you look at, but it is inseparable from your biology and it’s interaction with the environment. Just because whatever happened at or before the origin of the universe is cannot be confirmed with certainty does not somehow imply a creator with Homo-Sapien like moral hierarchy constructed it.

    • @kellyjohna
      @kellyjohna หลายเดือนก่อน

      @nickjames7914 Science and rationality are not coextensive. Evidence is not objective. Quantum theory proved this. So we are beyond the bounds of what Sceince can prove in this discussion. Hierarchies exist because there was first a spiritual hierarchy . You believe they exist by pure random chance. It takes more faith to believe your view than mine. Do you believe in other forms of life in the universe that we haven't yet discovered ? That exist in a different way and real then we do ? When you posit the theory of God all your really saying is there someone or something out there greater than us. If this is true then wouldn't it also be true that design we see is because of them and not the result of random process ?

    • @nickjames7914
      @nickjames7914 หลายเดือนก่อน

      @@kellyjohna You are running off on a tangent that supposes that no material evidence is capable of proving anything; on a video about negotiation nonetheless which is meant to be highly practical content. And actually quantum mechanics main assertion is that the fundamental activity of the universe is random. Hierarchy is very securely in the bounds of contemporary scientific explanation and up to this point certainly gives us the best understanding of the how why and it exists. You’re commenting on a negotiation video, wedging in a comment about hierarchy and then somehow making a jump to hierarchy’s of moral values HAVE to imply a “moral creator”. Just because you decided to ignore science and evidence in favor of sweeping philosophical concepts of morality and god doesn’t make you correct about a “spiritual hierarchy” existing before the physical universe. Odd to subscribe objectivity to moral hierarchy and subjectivity to scientific evidence. Nonetheless, your comment means nothing in negotiation. Feel free to deploy your metaphysical spiritual hierarchy moral creator strategy to your next negotiation and see how that turns out.

  • @pachukoking2963
    @pachukoking2963 2 ปีที่แล้ว

    What if the other guy watch your TH-cam too??

  • @alfredfischer9501
    @alfredfischer9501 ปีที่แล้ว +67

    I HAVE INCURRED SO MUCH LOSSES TRADING ON MY OWN...I TRADE WELL ON DEMO BUT I THINK THE REAL MARKET IS MANIPULATED... CAN ANYONE HELP ME OUT OR AT LEAST TELL ME WHAT I'M DOING WRONG ?

    • @serenpritchard998
      @serenpritchard998 ปีที่แล้ว

      Same here, My portfolio has been going down the drain while I try trading,l just don't know what I do wrong

    • @ameliecooke3130
      @ameliecooke3130 ปีที่แล้ว

      Trading with an expert is the best strategy for newbies and busy investors who have little or no time to monitor trade

    • @violetholmes1298
      @violetholmes1298 ปีที่แล้ว

      I strongly advise you against self trading, it's really dangerous and had brought so many investors down, you need someone with the knowledge and strategies, someone dedicated to the crypto currency market business, and I will strongly recommend expert, Mrs Karen Charles

    • @rudigervonsydow4811
      @rudigervonsydow4811 ปีที่แล้ว

      @@violetholmes1298 Wow I'm just shock you mentioned and recommended Expert Mrs Karen Charles,I thought I'm the only trading with her

    • @toneyhodges4732
      @toneyhodges4732 ปีที่แล้ว

      Here in Canada Expert Mrs Karen Charles carries out the both orientation and mentorship
      potentials

  • @zahraimtiaz8534
    @zahraimtiaz8534 8 หลายเดือนก่อน

    Neelam Shahzadi

  • @morrisfilmphoto5020
    @morrisfilmphoto5020 ปีที่แล้ว

    Dear, "Experts" I might be an Idiot, my Perspective is following:
    We don't "Win" a Negotiation, as the Aim of it is to reach an Agreement as Good as Possible for All parts/actors!! If We enter a Negotiation with the Aim of "Winning" I'm unsure we really have Negotiated at all!???

  • @vladnickul
    @vladnickul 2 ปีที่แล้ว

    Did they hired a better "sound man" ?

  • @rex-atom
    @rex-atom ปีที่แล้ว

    I feel like people balk at this whole “Harvard” thing as inflated knowledge and we idolize trivial knowledge because on a game show anyone can win big.
    But there’s something to be said about knowledge that is rich and comes from many experiences. I guess Harvard doesn’t have a reputation for no reason, they really do hire some of the best.

  • @xmz17d49
    @xmz17d49 ปีที่แล้ว

    he teaching us Negotiation is a Negotiation lol

  • @nibeshg3940
    @nibeshg3940 2 หลายเดือนก่อน +1

    What they dont teach you at harvard business school

  • @iNdUsTrIaLrOcKeR4U
    @iNdUsTrIaLrOcKeR4U ปีที่แล้ว

    Define evil. Define good. Define Compassion that you want gained of you. Not related to SEX that you want to hand to your father or mother.

  • @aakchee8717
    @aakchee8717 ปีที่แล้ว

    how much you are worried about your hair lose?? does it bother you every morning when u look in the mirror or you are ok what u hav

  • @aperson2730
    @aperson2730 2 ปีที่แล้ว

    Why wear a jacket if you're then going to leave your shirt out?

  • @aryanbhandari2593
    @aryanbhandari2593 11 หลายเดือนก่อน

    9 mins

  • @iNdUsTrIaLrOcKeR4U
    @iNdUsTrIaLrOcKeR4U ปีที่แล้ว

    Ever met a demon, wanting HEAVEN. No idea of HOW to gain of the hearts given. And have a human heart and body, combined?

  • @majoroldladyakamom6948
    @majoroldladyakamom6948 2 ปีที่แล้ว +1

    Two years later, post-posting, and only a few likes from the YT creator(s)?
    Disengaged TH-camr?
    Yup.
    Engaging with his or her audience?
    Nope. 😪
    Really? Yup.

  • @abelardogreen
    @abelardogreen 2 ปีที่แล้ว

    Or you can have tea. The power of tea. A time, ritual, set aside to connect as humans. I can negotiate with everyone except Americans. I'm American. Neuroticism dominates American style of business.

  • @JTCBR
    @JTCBR 2 ปีที่แล้ว +2

    Harvard professor on negotiating business ?

  • @daahirhaashi3577
    @daahirhaashi3577 2 ปีที่แล้ว

    Wy tAnes mAne tA lme

  • @ahneeyeo
    @ahneeyeo 2 ปีที่แล้ว

    Very irritating ads

  • @kodeeely
    @kodeeely 2 ปีที่แล้ว

    Dear god turn down the stage monitors. Is the audio engineer fucking dead back there?

  • @iNdUsTrIaLrOcKeR4U
    @iNdUsTrIaLrOcKeR4U ปีที่แล้ว

    Why?
    Define. Whatever.
    Call inclusive and/or exclusive.
    What gains you most when your body must die?
    Who many have you known that have passed away from this life on Earth? Why do you want to be them MOST? Not me.

  • @user-hx6uf1xw7i
    @user-hx6uf1xw7i 14 วันที่ผ่านมา

    !

  • @Gluluman
    @Gluluman ปีที่แล้ว +1

    Deepak Malhotra, Harvard professor YOU SHOULD HELP INDIA & PAKISTAN NEGOTIATE PEACE. INDIA & CHINA ETC....

  • @upstatenewyork
    @upstatenewyork 2 ปีที่แล้ว +1

    Extremely well spoken. Too much complex material being presented in a very short time. Can’t process the things he is saying because he rapidly moves on to something else. And something else. And something else. I challenge anyone to repeat the 22 suggestions he has after listening to this..without going back and listening a second or third time or looking at your notes. What 22 things does he suggest? List them outloud after listening to this once. See, you can’t. He offered up too many things too quickly.

  • @shukrihassanhared9701
    @shukrihassanhared9701 2 ปีที่แล้ว +1

    All If You Are Not Have A Wise . What Do Yiu Meen Golf? I will Talk To You As You Are Talking . I will Talk As Yiu Talk To Me Nite That . But Humanitarian Has Nit Behavior As You Acting . Peaple Are Like You . Go Direct Don't Turn Cycle . .

    • @majoroldladyakamom6948
      @majoroldladyakamom6948 2 ปีที่แล้ว

      If you learned to complete a sentence properly structured, in English, American YT channel!) that makes some sort of sense to anyone, you might get more YT followers, n'est pas?

  • @johnbourne5068
    @johnbourne5068 2 ปีที่แล้ว

    .

  • @user-os6we2gq7k
    @user-os6we2gq7k 2 ปีที่แล้ว +1

    M

  • @edwardblasko1894
    @edwardblasko1894 2 ปีที่แล้ว +4

    Good to talk, but I bet he never bought an expensive horse.

  • @nikistates
    @nikistates 2 ปีที่แล้ว

    In what world 18 km take 3 hours to get to? Were they walking the speed of snails? Even 80 km don't take 3 hours (in case I misheard)... I can't take this talk seriously bc it was obviously a lie.

    • @allengwada1158
      @allengwada1158 ปีที่แล้ว

      Traffic to & from airports in most developing countries can be unmanageable.

    • @janaurbankova6835
      @janaurbankova6835 25 วันที่ผ่านมา

      I was going 10 kilometres 3 hours in a taxi cab. If I would walk - I would be faster in the airport, but it was too dangerous to step out of taxi cab.

  • @arjalanarayan
    @arjalanarayan 2 ปีที่แล้ว +1

    My,PhD,,tube.