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