Daily VideoAugust 27, 2010
Students Learn to Negotiate
Negotiating a deal is not a talent that you either have or don’t have. It is a skill that can be learned, according to Robert Mnookin of Harvard Law School. He believes that the art of properly negotiating a difficult situation is best learned through role-play.
“Emotions often run very high, and it’s very hard for what I call the Mr. Spock in yourself, the cool, dispassionate, rational actor, to think things through,” said Mnookin, who is the author of “Bargaining with the Devil.”
Mnookin’s book–released earlier this year–hits on the difficult negotiations that people face on a daily basis. The “coaching and critiquing, negotiation guru,” as NewsHour Economics correspondent Paul Solman labels Mnookin, gives tips on human interaction that are sometimes lost when pressing issues are at hand during this tough economic climate. One method of resolving a tense negotiation is to make a simple trade, asserts Mnookin. It’s a simple practice that dates back to grade school, but still Mnookin pushes his law students to hone this practice as they might need to use it their daily lives.
“A key principle is, you have got to be able to dispassionately try to think through in a circumstance where your emotions are likely to want to take over…and that’s very challenging,” said Mnookin.
“The words you use, the tone you use, your language, it all matters, because it could affect how the other person reacts.” –Robert Mnookin
“Many things are more negotiable than people assume are negotiable.” –Robert Mnookin
Warm Up Questions
1. What is a negotiation?
2. What is something you might negotiate with a friend?
3. What are some good negotiating tactics? What are some bad negotiating tactics?
1. Why do you think negotiations are sometimes tough to resolve?
2. Think of something you have had to negotiate in the past. What was the outcome?
3. If the negotiation failed, what would you do differently next time in order to make it a successful negotiation?
4. What are some negotiations you see going on around the United States? Are these negotiations successful, not so successful? Why?
Tooltip of related stories
Tooltip of more video block
Submit Your Student Voice
While Clinton has topped the annual Gallup poll of “most admired woman” each of the last 14 years, a CBS poll last month showed nearly two-thirds of Americans say they don’t think she is honest or trustworthy. Continue readingArts & CultureEconomicsHealthScienceU.S.UncategorizedWorld
Born and raised in Queens, New York, to a family of privilege, Donald Trump grew up in a 23-room house and was driven to private school by the family chauffeur. Continue readingArts & CultureEconomicsHealthScienceU.S.UncategorizedWorld
Republican presidential nominee Donald Trump chose Indiana Gov. Mike Pence as his vice president, despite the two disagreeing on a number of political and social issues. Pence has served as governor of Indiana since 2012, and a member of the U.S. House of Representatives for 12 years. Continue readingArts & CultureEconomicsHealthScienceU.S.UncategorizedWorld
The 2016 presidential race has made teaching high school civics more difficult, particularly regarding some of the comments students have heard candidates make along the campaign trail. Continue readingArts & CultureEconomicsHealthScienceU.S.UncategorizedWorld
With the Republican National Convention set to begin next week in Cleveland, Ohio, much attention is focused on whom the candidates will choose as their vice presidential running mates. Continue readingArts & CultureEconomicsHealthScienceU.S.UncategorizedWorld