What is it about?
The article examines the concepts of improvisation and explains how they can be applied to negotiation. In particular, it explores the power of "Yes" and "Yes, and" as opposed to "No" and "Yes, but". The article also addresses some common misperceptions of improvisational principles.
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Why is it important?
The article explores how a "Yes, and" mindset can help in any negotiation - how to listen and understand others and work off of what they say to connect better and to increase options, including increasing the potential to find new solutions that did not exist prior to the negotiation.
Perspectives
After over 20 years of acting, directing and teaching improvisation, as well as leading all kinds of corporate training sessions - I have seen patterns that have developed and I have seen how the power of "Yes" and "Yes, And" can change the dynamics between people -- often creating new, more powerful ideas and solutions.
Chet Harding
Amherst College
Read the Original
This page is a summary of: Applying Principles of Improvisation to Negotiation, Negotiation Journal, April 2020, Wiley,
DOI: 10.1111/nejo.12320.
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