Video: Bargaining with the Devil
Summary (Via Fora.tv)
Robert Mnookin, Professor and Chair of the Negotiation Program at Harvard University Law School, addresses some of life’s most challenging conflicts — those with an adversary you don’t trust, someone who has harmed you in the past or appears willing to do so in the future, or an enemy you may even feel is evil. In such disputes, a critical decision must be made: do you try to negotiate a deal, or do you resist?
Mnookin explains how to meet the challenge of making wise decisions in such conflicts. He identifies the traps — emotional, strategic and political — that he believes must be avoided, and the elements that should be taken into account.