The Game Has Changed: New Rules of Negotiation | Prof. Max Bazerman

In this insightful episode of the Business Talk Podcast, Dr. Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration at Harvard Business School shares transformative lessons from his book, Negotiation: The Game Has Changed. Dr. Bazerman explores how sweeping shifts in the negotiation landscape from the rise of AI and Donald Trump's global trade policies to the dominance of virtual communication, are fundamentally redefining how we negotiate. He introduces the concept of "richness" in communication, highlighting how moving from in-person to digital interactions demands greater preparation, strategic pauses, and advance documentation. Yet, amid all this change, Dr. Bazerman affirms that timeless principles BATNA, reservation price, zone of possible agreement, and value creation, remain the bedrock of effective negotiation. He also challenges two of the most common negotiation mistakes: neglecting perspective-taking and falling into the trap of fixed-pie, zero-sum thinking. This podcast is brought to you by Global Management Consultancy. For more information, please visit www.globalmanagementconsultancy.com. Disclaimer: A. The background music used in this video is the property of its respective developer and is protected by Copyright. Although it is a free version, Business Talk, Global Management Consultancy and Deepak Bhatt do not hold the rights to this music. B. Dr. Max Bazerman offered thoughtful perspectives from his acclaimed book, “Negotiation: The Game Has Changed”, in his conversation on the Business Talk podcast channel. The uploaded video contains copyrighted material; therefore, any modifications to graphics, music, or the presence of the author or host are strictly prohibited.