Communication, Influence & Negotiation

Full presentation and the self-assessment workbook used during the masterclass.

Open the slides

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The negotiation exercise requires each participant to read their own role privately. Enter the password your facilitator gave you.

Curated resources to go deeper. Split by area, mix of classics and recent work worth your time.

Negotiation

• Never Split the Difference, Chris Voss (2016). Practical techniques from a former FBI lead international hostage negotiator. Calibrated questions, labeling, tactical empathy.
• Getting to Yes, Fisher & Ury (1981, updated). The foundational text of modern negotiation. Where ZOPA and BATNA come from.
• Split the Pie, Barry Nalebuff (2022). Yale professor applies modern game theory to real-world negotiation.

Communication & difficult conversations

• Difficult Conversations, Stone, Patton & Heen (Harvard Negotiation Project, 1999, updated). How to have the conversations you have been avoiding.
• Supercommunicators, Charles Duhigg (2024). Recent and accessible. How to connect across differences in emotion, identity and decision-making.

Cross-cultural context (for global launch teams)

• The Culture Map, Erin Meyer (2014). Essential for multi-country teams. Eight dimensions of cultural difference including explicit vs implicit communication, hierarchy, and trust building.

Behavioral context

• Thinking, Fast and Slow, Daniel Kahneman (2011). How cognitive biases shape decisions, including anchoring and loss aversion, both deeply relevant in negotiation.
• Influence: The Psychology of Persuasion, Robert Cialdini (1984, updated). The six principles of influence, still the standard.

Online resources

• Harvard Program on Negotiation · pon.harvard.edu. Free articles, case studies and research digests on negotiation and conflict resolution.
• Harvard Business Review · hbr.org. Search authors like Deborah Tannen, Amy Edmondson, Adam Grant.