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Daylian Cain is a Senior Lecturer in Negotiations and Ethics at the Yale University School of Management. His research focuses on \u201cjudgment and decision-making\u201d and \u201cbehavioral business ethics.\u201d 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.

Our conversation covers tactics for successful negotiating, things like preparing, deciding whether to \u2018go first\u2019, 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.

This was the last conversation I recorded before the onset of shelter-in-place, and I\u2019ve been chomping at the bit to put it out ever since.

Daylian refers to an online course he taught in April, and that sold out faster than he ever imagined. He\u2019s put together a new online training program called Negotiating in Difficult Times that I\u2019m excited to take.

The presale is now available, which you can access at negotiationmindgames.com.

He\u2019s kindly offered a 20% discount to listeners of the show \u2013 just use the coupon code \u201callocators\u201d when you sign up.

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