{"id":57474,"date":"2025-08-12T15:19:08","date_gmt":"2025-08-12T15:19:08","guid":{"rendered":"\/a2syfm6\/high-stakes-negotiation-techniques-professor-adam-galinsky\/"},"modified":"2026-01-13T14:12:31","modified_gmt":"2026-01-13T14:12:31","slug":"high-stakes-negotiation-techniques-professor-adam-galinsky","status":"publish","type":"product-content","link":"https:\/\/www.mindtools.com\/a2syfm6\/high-stakes-negotiation-techniques-professor-adam-galinsky\/","title":{"rendered":"High-Stakes Negotiation Techniques With Adam Galinsky"},"content":{"rendered":"<p> High-stakes negotiations can make or break organizations. It&#8217;s down to leaders to secure good outcomes. In these three videos, Professor Adam Galinsky teaches us how. <\/p>\n\n\n<h2 class=\"wp-block-heading\">Video 1: Preparing for High-Stakes Negotiations<\/h2>\n\n\n <div class=\"ew-video\" data-videosource=\"embed\" data-videotranscriptkey=\"transcript-df7a56d9-ebd9-4073-a81d-4175ab735eae.txt\"> <div class=\"ew-video-embed\"> <iframe loading=\"lazy\" frameborder=\"0\" height=\"360\" scrolling=\"auto\" src=\"https:\/\/cdn.jwplayer.com\/players\/HFPODRF5-5WSyalpf.html\" title=\"High-Stakes Negotation\" width=\"640\"><\/iframe> <\/div> <a class=\"ew-video-transcript\" href=\"https:\/\/nova-live-content.s3.undefined.amazonaws.com\/undefined\/transcript-df7a56d9-ebd9-4073-a81d-4175ab735eae.txt\" rel=\"noopener noreferrer\" target=\"_blank\">Download transcript<\/a> <\/div> \n\n\n<h2 class=\"wp-block-heading\">Key Takeaways: before the negotiation<\/h2>\n\n\n<ul class=\"wp-block-list\">\n<li> <strong>The risk is real<\/strong>. High-stakes negotiations mean the outcome   matters, and there is significant risk involved. <\/li>\n<li> <strong>Understand what success means<\/strong>. What is it I want? How can I   quantify it? Where do I stand going in? Answer these questions for both   yourself and the other side of the table. <\/li>\n<li> <strong>Get in the right state of mind<\/strong>. Recall positive past   negotiations to improve your confidence and calm your nerves. <\/li>\n<\/ul>\n\n\n<h2 class=\"wp-block-heading\">Video 2: What to Do at the Negotiation Table<\/h2>\n\n\n <div class=\"ew-video\" data-videosource=\"embed\" data-videotranscriptkey=\"transcript-4381e138-2a69-408f-9c85-6594eb759dc1.txt\"> <div class=\"ew-video-embed\"> <iframe loading=\"lazy\" frameborder=\"0\" height=\"360\" scrolling=\"auto\" src=\"https:\/\/cdn.jwplayer.com\/players\/FTv2OwHi-5WSyalpf.html\" title=\"Adam Galinsky Negotiations\" width=\"640\"><\/iframe> <\/div> <a class=\"ew-video-transcript\" href=\"https:\/\/nova-live-content.s3.undefined.amazonaws.com\/undefined\/transcript-4381e138-2a69-408f-9c85-6594eb759dc1.txt\" rel=\"noopener noreferrer\" target=\"_blank\">Download transcript<\/a> <\/div> \n\n\n<h2 class=\"wp-block-heading\">Key Takeaways: at the negotiation table<\/h2>\n\n\n<ul class=\"wp-block-list\">\n<li> <strong>Make the first move<\/strong>. The data shows that, on average, there   is a first-mover advantage in negotiations. <\/li>\n<li> <strong>Offer, don&#8217;t demand<\/strong>. Frame your position in a way that   implies you are giving something, rather than taking. For example,   &#8220;I&#8217;ll <em>give<\/em> <em>you<\/em> X for Y,&#8221; instead of &#8220;I   <em>want<\/em> X for Y.&#8221; <\/li>\n<li> <strong>Present a choice<\/strong>. Even when the offers are equivalent,   research shows that you&#8217;re more likely to reach an agreement. <\/li>\n<li> <strong>Regulate your emotions<\/strong>. If you&#8217;re calm and collected,   you&#8217;ll minimize mistakes. <\/li>\n<\/ul>\n\n\n<h2 class=\"wp-block-heading\">Video 3: Real-World Examples of High-Stakes Negotiations<\/h2>\n\n\n <div class=\"ew-video\" data-videosource=\"embed\" data-videotranscriptkey=\"transcript-d9fcffbf-76b6-4a0e-ab74-f4dd7dd7f047.txt\"> <div class=\"ew-video-embed\"> <iframe loading=\"lazy\" frameborder=\"0\" height=\"360\" scrolling=\"auto\" src=\"https:\/\/cdn.jwplayer.com\/players\/gxDWBaRC-5WSyalpf.html\" title=\"Adam Galinsky Negotiations\" width=\"640\"><\/iframe> <\/div> <a class=\"ew-video-transcript\" href=\"https:\/\/nova-live-content.s3.undefined.amazonaws.com\/undefined\/transcript-d9fcffbf-76b6-4a0e-ab74-f4dd7dd7f047.txt\" rel=\"noopener noreferrer\" target=\"_blank\">Download transcript<\/a> <\/div> \n\n\n<h2 class=\"wp-block-heading\">Key Takeaways: real-world negotiations<\/h2>\n\n\n<ul class=\"wp-block-list\">\n<li> <strong>The Cuban Missile Crisis<\/strong>. On the precipice of nuclear war,   the Americans realised they needed to give their opponents a   &#8220;win.&#8221; This consideration of all sides helped to de-escalate the   situation. <\/li>\n<li> <strong>The Columbia Lions<\/strong>. A new coach turned around the fortunes   of the flailing football team by understanding what he needed to change \u2013   and negotiating the change before taking over. <\/li>\n<li> <strong>Negotiations make the difference<\/strong>. Be it your career or the   future of your organization, negotiations have an outsized impact on   success. Use these techniques to get what you need in high-stakes   negotiations. <\/li>\n<\/ul>\n <div class=\"ew-note\" data-type=\"default\"> <div class=\"ew-note-body\"> \n\n<h2 class=\"wp-block-heading\"><strong>About Professor Adam Galinsky<\/strong><\/h2>\n\n <p> <a class=\"ew-link\" data-url=\"https:\/\/adamgalinsky.com\/\" href=\"https:\/\/adamgalinsky.com\/\" target=\"_blank\">Professor Adam Galinsky<\/a> is the Paul Calello Professor of Leadership and Ethics and a Vice Dean at Columbia Business School. <\/p> <p> A world-renowned expert in leadership and negotiation, he is also the author of <a class=\"ew-link\" data-url=\"https:\/\/adamgalinsky.com\/inspire-book\/\" href=\"https:\/\/adamgalinsky.com\/inspire-book\/\" target=\"_blank\">INSPIRE, <\/a>which draws on his decades of research into leadership. <\/p> <\/div> <\/div> \n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>When stakes are high, negotiations can make or break organizations. How can you handle the pressure? And how can you ensure the best outcome? In these three expert videos, psychologist Adam Galinsky shares his decades of research to give us the answers.<\/p>\n","protected":false},"author":0,"featured_media":0,"template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"product-content-category":[7056],"product-content-type":[2592],"reading-time":[5427],"class_list":["post-57474","product-content","type-product-content","status-publish","hentry","product-content-category-negotiation","product-content-type-video","reading-time-19-minutes"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>High-Stakes Negotiation Techniques With Adam Galinsky - Mindtools<\/title>\n<meta name=\"description\" content=\"When stakes are high, negotiations can make or break organizations. How can you handle the pressure? And how can you ensure the best outcome? 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