Mastering the Art of Negotiation with Edward Wertheim

🤝 Are you leaving money on the table in your negotiations? 💰

Most executives admit they don't get as much out of negotiations as they should. In today's flatter organizations, professionals need advanced negotiation skills more than ever - working with colleagues, clients, and partners without direct authority over them.

🎙️ In the latest episode of International Business Today, "Mastering the Art of Negotiation," host Ravi Sarathy sits down with Professor Edward Wertheim from Northeastern University to explore:

🎯 Why win-win isn't always realistic and how to handle competitive negotiators 🧠 How to prepare for negotiations when you have less power

 ⚡ Recognizing and countering hardball tactics like scarcity and authority ploys 🌍 What international negotiations teach us about trust, leverage, and long-term thinking

💡 Whether you're negotiating salary raises, business deals, or managing team conflicts, this episode provides practical frameworks to become a more effective negotiator in any situation.

About the guest: Edward Wertheim is Associate Professor of Management and Organizational Development at Northeastern University's D'Amore-McKim School of Business. He teaches negotiation, mediation, and organizational behavior, and serves as a professional mediator with over 12 years of experience mediating court cases in Massachusetts. Wertheim has taught extensively in Europe and Asia and is a member of multiple professional organizations including the Eastern Academy of Management and New England Association for Conflict Resolution.

Learn more about Edward Wertheim: https://damore-mckim.northeastern.edu/people/edward-g-wertheim/

📺 Watch on Episode: https://youtu.be/6qLoSjCnQFM📺 Watch on YouTube: https://www.youtube.com/@InternationalBusinessToday 🎧 Listen on Spotify: https://open.spotify.com/show/2y21XexVdXEiTBdZQIuSyf 🎧 Listen on Apple Podcasts: https://podcasts.apple.com/sg/podcast/international-business-today/id1665009512

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