Episode 34: Does Win-Win Still Work?

Kelli Confidential: Negotiation Essentials Empowering Extraordinary Women

Does Win-Win in deal-making still really work? It depends on the true intentions of the parties and whether you can block out societal conditioning. And for women, this is a cautionary tale - one that you'll really want to listen to because the win-win strategy might be hurting you.
And are there more effective ways to getting to yes? We answer those questions and more in this episode. Let's jump in!
Citations and Resources: ✨ ✨
Clark, John. “Creating and Claiming Value in Negotiation and Mediation”. Oxford Mediation. Online https://oxford-mediation.com/om_thinking/creating-and-claiming-value-in-negotiation-and-mediation/

England, Kelsey. “The Intersection of Gender and Negotiation: A Comprehensive Look at The Literature” Pepperdine Journal of Communication Research. Volume 11, Article 3. Pepperdine University. 2023. Online. https://digitalcommons.pepperdine.edu/cgi/viewcontent.cgi?article=1154&context=pjcr

Euractive. “Behind The Airbus-Boeing Truce Lies A Common Rival: China”. 21 June 2021. Online. https://www.euractiv.com/section/aviation/news/behind-airbus-boeing-truce-lies-a-common-rival-china/

Fisher, Roger and William Ury. “Getting to Yes: Negotiating Agreement Without Giving In.” Penguin Books. 3 May 2011. Available on Amazon: https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757/ref=sr_1_1?crid=2ZTWLDEV8093G&dib=eyJ2IjoiMSJ9.9GetBQhcqwwJB0OKopfvCfak-mpzTTFrwImrhJkY1okCTzcO5iniE8qWtOFrgV6Lqg-t9d4T3KykRRqlXvIp82rDrlQ4_GDTp4d4-rNlDIkQuhNF6gVdBq49woALA42cHM49NaHWz8qH4vaXA35tc66jfzewmuxelTBWWhuq_Nch3MhQMkItAZky_iaGq1a05fLEdy2l-UX8QgPRqmJbvwqY1r_qGqlp_HfRHu_eiPA.FzYK8pgeXUfaMTbhv5P0IfBd1ZxwpBJMSVqPIhoh-5A&dib_tag=se&keywords=Ury+Getting+to+Yes&qid=1716398323&sprefix=ury+getting+to+yes%2Caps%2C353&sr=8-1

Kennedy, Jessica A. and Laura J. Kray. “A Pawn in Someone Else’s Game?: The Cognitive, Motivational, and Paradigmatic Barriers to Women’s Excelling in Negotiation”. Vanderbilt University. Owen Graduate School of Management. 2015. Online. https://cdn.vanderbilt.edu/vu-web/owen/files/publications/Final_Kennedy%20Kray_Gender%20Negotiation%20ROB.pdf

Lax, David and James Sebenius. Summary of "The Manager as Negotiator: The Negotiator's Dilemma: Creating and Claiming Value". Citation from Dispute Resolution: Negotiation, Mediation and Other Processes. Wolters, Kluwer Law & Business 20 May 2002. Online https://www.beyondintractability.org/artsum/lax-themanager

Reuters. “Highlights of the 17-year Airbus-Boeing Tarde

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