Negotiate Anything

Combining Aggressive and Collaborative Techniques with Seth Freeman

Dec 7, 2024
Guest
Seth Freeman
Seth Freeman, a negotiation expert and professor at NYU Stern and Columbia University, shares his insights on blending aggressive and collaborative negotiation styles. He introduces the TTT Grid—Topics, Targets, and Trade-offs—demonstrating its effectiveness in enhancing negotiation strategies. Seth highlights the 'golden minute' as a pivotal moment to shift conversations and emphasizes the importance of thorough preparation. Listeners also get a sneak peek into his upcoming book, packed with vital tools for mastering negotiations.
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ANECDOTE

MasterCard and TTT Grid

  • Gaurav Middle, MasterCard's deals team leader, uses the TTT Grid for multi-billion dollar deals.
  • Despite their expertise, his team found the TTT Grid significantly improved their negotiation outcomes.
INSIGHT

Pre-Negotiation

  • Agendas are crucial for successful negotiations and are often overlooked.
  • Pre-negotiation discussions about what will be negotiated are essential.
ADVICE

Distributive Negotiation

  • Learn distributive (win-lose) negotiation to avoid being exploited.
  • Knowing your target ranges (best and worst acceptable outcomes) is critical for claiming value.
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