The Secret Skills of Master Negotiators

Negotiation is not only for high-stakes deals but for everyday interactions like dividing chores or choosing a restaurant. John Richardson, who teaches negotiation at MIT Sloan and learned from legends Roger Fisher and Chris Voss, reveals the core skills of master negotiators: building reciprocity, uncovering what people actually want, and keeping emotions from hijacking judgment. The episode also tackles the often uncomfortable topic of discussing hard numbers — price, salary — and how to approach those conversations with greater confidence and better results.