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Episode 193: The Influence Equation and Understanding Resistance with Stevenson Carlebach
In this episode, I sit down with Stevenson Carlebach, a faculty member with Harvard’s Program on Negotiation, to talk about what’s really happening when people resist.
We begin with his path from theater into negotiation work. What stands out is how closely those worlds connect, both are about understanding behavior and how people respond under pressure.
A core idea we explore is resistance. Stevenson explains that resistance is not stubbornness, it’s a protective reaction. When someone hears a proposal, they are asking: Does this make sense? Does it meet my interests? Do I trust this person?…
The skinny
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