Getting by Giving: The Power of Radical Empathy in Negotiation | Russell Korobkin | TEDxUCLA

Most people who approach a situation that calls for negotiation focus almost entirely on themselves – what they need or want. But, as Professor Russell Korobkin explains, the best negotiators do the opposite, focusing on the needs of the other party. His framework of “radical empathy” provides new insight into how to achieve success if you are negotiating a high stakes business deal, or just trying to get your kid to go to sleep. Russell Korobkin is Interim Dean and Richard C. Maxwell Distinguished Professor of Law at UCLA School of Law. He teaches and writes about negotiation, dispute resolution, contracts, and the intersection of law and human behavior. He is the author of The Five Tool Negotiator: the Complete Guide to Bargaining Success (Liveright, 2021), as well leading textbooks on negotiation and on contract law and more than 50 law journal articles in the fields of behavioral law and economics, negotiation and alternative dispute resolution, contract law, and health care law. Prior to joining the UCLA faculty in 2001, Korobkin held appointments at the University of Illinois College of Law and the University of Illinois Institute of Government and Public Affairs. He has taught as a full-time visiting professor at Harvard Law School and the University of Texas School of Law. He regularly teaches negotiation courses to undergraduates, law students, and business students around the world, conducts negotiation training programs for professionals, and mediates disputes. This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at https://www.ted.com/tedx