During this session, Peter Spence talks with Deborah Kolb on making connection as critical moves in Negotiation.  The interview will explore how and why:

• Building rapport creates connection between us and our counterparts
• Taking on a stance of curiosity about one’s counterparts supports engagement and strengthens connection during Negotiation
• Cultivating good relationships enables us to learn about the other party and their priorities, using moves that facilitate their ability and willingness to negotiate, and helping them save face in front of their key constituencies.
• Making connected moves at the moment can lead to turning points in a negotiation
• Making connection strengthens our effectiveness when Negotiating at Work