Whether we’re negotiating a salary, a deal with a supplier, or flexible work arrangements, we need to go in prepared. Otherwise we risk not getting the things we want and need. But what are the most important factors to consider ahead of time? When, if ever, should we reveal to the other party our priorities — and terms we absolutely can’t agree to? And because advocating and bargaining for ourselves, our employees, and our businesses can feel so personal, how do we manage the emotions that come up?
Marisa Mauro, who owns and operates a creamery, describes navigating a sensitive deal with dairy farmers when her ability to keep her business running was at stake. It’s an example we can all learn from. Ashleigh Shelby Rosette, a professor whose research centers on negotiations, draws on Marisa’s experience to illustrate principles and tactics that set us up to achieve our objectives.
Ashleigh Shelby Rosette is a dean and management professor at Duke University’s Fuqua School of Business
Marisa Mauro is the owner and operator of Ploughgate Creamery at Bragg Farm, in Vermont.
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A complete transcript of this episode will be available June 1.