May 18, 2020
Daylian Cain is a Senior Lecturer in Negotiations and Ethics at
the Yale University School of Management. His research focuses on
“judgment and decision-making” and “behavioral business ethics.” In
other words, he studies the reasons why smart people do dumb
things. Daylian teaches a course in negotiations and we turned to
that for the subject of this show.
Our conversation covers tactics for successful negotiating, things
like preparing, deciding whether to ‘go first’, playing a weaker
hand, asking for more, and gaining value from walking away. We
close with current research in the field and in a closing question,
tips on delivering effective constructive criticism.
This was the last conversation I recorded before the onset of
shelter-in-place, and I’ve been chomping at the bit to put it out
ever since.
Daylian refers to an online course he taught in April, and that
sold out faster than he ever imagined. He’s put together a new
online training program called Negotiating in Difficult Times that
I’m excited to take.
The presale is now available, which you can access at
negotiationmindgames.com.
He’s kindly offered a 20% discount to listeners of the show – just
use the coupon code “allocators” when you sign up.
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