Negotiation as an Art Form: How to Turn Adversaries into Allies

 It may seem counterintuitive, but negotiation is not about winning and losing. Instead, it is an exercise in cooperation and understanding. This episode of the Cornell Keynotes podcast from eCornell features Tarcisio Alvarez-Rivero, a lecturer in the Jeb E. Brooks School of Public Policy at Cornell University and retired senior staff member of the United Nations. In his conversation with host Chris Wofford, Alvarez-Rivero shares tactics you can use to navigate negotiations effectively.Tune in and learn how to:Reframe the concept of negotiations beyond conflictStrive for value exchange in negotiations and arrive at mutual benefitsTreat negotiation as an exercise in cooperationLead with vulnerability, honesty, humility and empathyListen without judgment and accept individual perspectivesManage biases and understand power dynamicsLeverage online profiles to find commonalitiesUse tactics like building personas and mimickingEmploy self-management strategiesView compromise as a last resortDiscover more in Tarcisio Alvarez-Rivero’s Negotiating Policy Solutions course from eCornell! Follow eCornell on YouTube, Facebook, Instagram, LinkedIn, TikTok, and X.