How to Negotiate to Get What You Want with John Richardson

About this episode

MIT's John Richardson trains hostage negotiators and Fortune 500 execs. His #1 rule: never negotiate before doing this one thing first. Most people walk into a negotiation ready to make their case, and John Richardson says that's exactly backwards. He breaks down what to research before asking for a raise, why a hospital's organ donor requests jumped when staff stopped talking and started asking questions, and the exact line that gets a seller to negotiate against himself. By the end, you'll know why he still hasn't convinced his own family he's this good at it. John Richardson teaches negotiation at MIT Sloan and previously at Harvard Law, where he worked under Roger Fisher at the Harvard…