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Beyond winning and losing: Reframing negotiation as a collaborative journey

Mastering negotiation is essential in both personal and professional settings. While typically perceived as a win-lose battle, reframing negotiation as a collaborative process can allow all parties to reach their desired results.

In a recent Cornell Keynotes webcast, “The Art of Negotiation,” Tarcisio Alvarez-Rivero, a lecturer at Cornell’s Jeb E. Brooks School of Public Policy and retired senior staff member of the United Nations, shared his strategies for successful negotiation, including approaching negotiations with empathy and recognizing the underlying interests of your counterpart.

How can people view negotiations as opportunities for mutual gain instead of confrontations?

“When you shift your view to make negotiation an exercise in cooperation, you get to the point where you understand why the other person is there, what they need and why they need it. Oftentimes, depending on how well you prepare and who the other person you’re talking to is, I recommend telling the other person, ‘I want this because of this.’ Sometimes, a show of vulnerability puts a little bit of onus on the other person to be just as vulnerable and just as honest."

Read more on the eCornell blog.

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