Noa Sheer

You come in and explain why it's in everybody's best interest that you get what you want.

I think what does set apart good negotiators from bad negotiators is can you identify what it is that you truly want?

And do you initiate the conversations?

to promote those things.

Well, let's use a framework to get some structure around this conversation, because what you're asking me is how do I apply power or am I powerful in the negotiation?

I can't strong arm someone, therefore I'm not powerful in the negotiation.

So let's just define what power means for each of three approaches.

So there are three approaches to persuasion.

One is the power approach, where we get someone to comply with us by coercing them into it.

So that's the strong-arming.

The Donald Trump approach?

The Donald Trump approach, exactly.

That's right.

But you say that, but it actually, in some contexts, it is the right approach to choose because...

In some contexts, that's the game that is expected and that's the game that will get results.

So you either come in with a very strong claim about the costs of not doing a deal today.

So notice that unions do this, right?

So there will be consequences we will strike if we don't get what we want.

Let's start there.

Or there is a lawsuit on the table.