Why am I passionate about this?
I am a Professor at MIT and co-founder of both the inter-university Program on Negotiation at Harvard Law School and the not-for-profit Consensus Building Institute that provides help in resolving some of the most complex resource management disputes around the world. I have been teaching negotiation and dispute resolution, doing research about the circumstances under which various negotiation strategies do and don’t work, and offering online training for more than four decades. Given the many negotiations I've observed, I’m convinced that negotiating for mutual advantage is the way to go -- avoid unnecessary conflict, get what you want in all kinds of negotiating situations, and walk away with good working relationships and a solid reputation.
Lawrence's book list on negotiating for mutual advantage
Why did Lawrence love this book?
Doug and Sheila start with the assumption that we all want to learn and grow, but at the same time, we also want to be accepted just as we are. That means, we don’t want to be on the receiving end of evaluations, advice, criticism, or coaching that highlight our flaws. Most of us believe that feedback is essential for ensuring healthy relationships and ensuring our professional development, but as they point out, “we dread it and often dismiss it.” They see feedback as a step in the larger process of negotiation. When I try to convince you of something, I need to offer not just a demand, but an argument or evidence that makes sense to you and backs up what I’m saying.
Doug and Sheila have suggestions for how to avoid the traps (“triggers,” they call them) that get in the way of our accepting or even seeking…
1 author picked Thanks for the Feedback as one of their favorite books, and they share why you should read it.
The coauthors of the New York Times-bestselling Difficult Conversations take on the toughest topic of all: how we see ourselves
Douglas Stone and Sheila Heen have spent the past fifteen years working with corporations, nonprofits, governments, and families to determine what helps us learn and what gets in our way. In Thanks for the Feedback, they explain why receiving feedback is so crucial yet so challenging, offering a simple framework and powerful tools to help us take on life's blizzard of offhand comments, annual evaluations, and unsolicited input with curiosity and grace. They blend the latest insights from neuroscience and…