Harvard negotiator explains how to argue | Dan Shapiro
Dan Shapiro, the head of Harvard’s International Negotiation program, shares 3 keys to a better argument.
Subscribe to Big Think on YouTube ►
Get smarter, faster with our playlist ►
Americans are increasingly falling into the “tribal trap,” according to Dan Shapiro, author of “Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts.”
The tribal trap often centers on politics. Those ensnared in it will do anything they can to shut down the other side in an effort to prove that their side is right, just, and the only way forward. But from abortion to immigration, the problem is often not what we’re arguing about, it’s how.
So, how can we have more productive conversations? In this Big Think interview, Shapiro uses his negotiating expertise to outline several strategies to escape the tribal trap and communicate effectively, including understanding the core values of the other side, listening intently to what they’re saying, conveying that you understand what they’re saying, and finding common ground.
Get Dan Shapiro’s book, “Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts” ► =tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=
Read the video transcript ►
----------------------------------------------------------------------------------
About Dan Shapiro:
The founder and director of the Harvard International Negotiation Program, Daniel Shapiro teaches a highly evaluated course on negotiation at Harvard College; instructs psychology interns at Harvard Medical School/McLean Hospital; and leads executive education sessions at the Program on Negotiation at Harvard Law School, Harvard Kennedy School, and Harvard Medical School/McLean Hospital. He also has served on the faculty at the Fletcher School of Law and Diplomacy, Tufts University, and at the Sloan School of Management at Massachusetts Institute of Technology.
He is author of Negotiating the Nonnegotiable, which Matthew Bishop of the Economist Group called “quite simply, the best book I have ever read on negotiating in situations of extreme conflict.” He also is coauthor with Roger Fisher of the negotiation classic “Beyond Reason: Using Emotions as You Negotiate.”
----------------------------------------------------------------------------------
Read more of our stories on negotiation:
What is tactical empathy and how can it help in negotiations at work?
►
5 laws for leaders who want to build trust
►
Theory of mind: What chess and drug dealers can teach you about manipulation
►
About Big Think | Smarter Faster™
► Big Think
The leading source of expert-driven, educational content. With thousands of videos, featuring experts ranging from Bill Clinton to Bill Nye, Big Think helps you get smarter, faster by exploring the big ideas and core skills that define knowledge in the 21st century.
► Big Think
Make your business smarter, faster:
----------------------------------------------------------------------------------
Want more Big Think?
► Daily editorial features:
► Get the best of Big Think right to your inbox:
► Facebook:
► Instagram:
► Twitter:
1 view
521
141
4 years ago 00:08:47 21
The Harvard Principles of Negotiation
2 years ago 00:04:36 11
Harvard negotiator explains how to argue | Dan Shapiro
9 years ago 01:04:24 16
How to Negotiate Your Job Offer - Prof. Deepak Malhotra (Harvard Business School)
12 years ago 00:54:23 25
Prof Deepak Malhotra - HBS - 2012 Speech to Graduating Harvard MBA Students
4 years ago 01:24:02 6
FBI Negotiator’s 6 Secrets For WINNING ANY EXCHANGE In Life (Art Of NEGOTIATION)| Chris Voss
7 months ago 00:11:51 10
Train for any argument with Harvard’s former debate coach | Bo Seo
2 years ago 00:06:40 2
How to Control Your Emotions During a Difficult Conversation: The Harvard Business Review Guide
4 months ago 01:36:03 1
9 Tools From a Hostage Negotiator That Will Get You a Raise | Chris Voss | EP 425
3 years ago 00:02:33 4
Chris Voss Teaches the Art of Negotiation | Official Trailer | MasterClass
3 months ago 00:07:29 1
How to win a negotiation, with former FBI hostage chief Chris Voss
3 years ago 00:01:04 1
Negotiation Scene - The Social Network (Email list)
1 year ago 00:07:11 73
3 game theory tactics, explained
3 years ago 00:15:41 1
The power of listening | William Ury | TEDxSanDiego
5 years ago 01:12:30 41
Rethinking Iran Series presents: Maximum Pressure: Iran in the Age of Trump
2 years ago 00:09:41 1
How to Say No at Work | Christine vs. Work
2 years ago 00:04:34 1
Marcus Buckingham Shows You The Most Engaged Employee in the World
5 months ago 00:12:58 1
A Simple Strategy For Happiness | Ashley Whillans | TEDxCambridge
4 years ago 00:18:25 1
Morality Play: Old Game Gives us a New Way to Teach Ethics | Christopher Robichaud | TEDxWalthamED
2 years ago 00:06:54 1
How and When to Disrupt Your Career, and Yourself (Quick Study)
2 years ago 00:06:13 3
Want to Be Happier? Value Time Over Money
6 months ago 00:04:29 1
Game theory can explain humanity’s biggest problem | Steven Pinker