Daylian Cain – Master Class in Negotiations (Capital Allocators, EP.138)

<p>Daylian Cain is a Senior Lecturer in Negotiations and Ethics at the Yale University School of Management. His research focuses on “judgment and decision-making” and “behavioral business ethics.” In other words, he studies the reasons why smart people do dumb things. Daylian teaches a course in negotiations and we turned to that for the subject of this show.<br /> <br /> Our conversation covers tactics for successful negotiating, things like preparing, deciding whether to ‘go first’, playing a weaker hand, asking for more, and gaining value from walking away. We close with current research in the field and in a closing question, tips on delivering effective constructive criticism.<br /> <br /> This was the last conversation I recorded before the onset of shelter-in-place, and I’ve been chomping at the bit to put it out ever since.<br /> <br /> Daylian refers to an online course he taught in April, and that sold out faster than he ever imagined. He’s put together a new online training program called Negotiating in Difficult Times that I’m excited to take.<br /> <br /> The presale is now available, which you can access at negotiationmindgames.com.<br /> <br /> He’s kindly offered a 20% discount to listeners of the show – just use the coupon code “allocators” when you sign up.</p> <p><strong><u>Learn More</u></strong><br /> Read the <a href= "http://capitalallocatorspodcast.com/premium">Transcript</a><br /> Subscribe to the <a href= "http://capitalallocatorspodcast.com/contact">Capital Allocators Blog or Monthly Mailing List</a><br /> Don't Subscribe, but <a href= "http://capitalallocatorspodcast.com/contact">Let Us Know Who You Are</a><br /> Write a review on <a href= "https://itunes.apple.com/us/podcast/capital-allocators-with-ted-seides/id1223764016">iTunes</a><br /> Follow Ted on twitter at <a href= "http://twitter.com/tseides">@tseides</a><br /> Review past episodes of the <a href= "http://capitalallocatorspodcast.com/podcast">Podcast</a><br /> <br /> <br /></p>