MIT's John Richardson trains hostage negotiators and Fortune 500 execs. His #1 rule: never negotiate before doing this one thing first.

Most people walk into a negotiation ready to make their case, and John Richardson says that's exactly backwards. He breaks down what to research before asking for a raise, why a hospital's organ donor requests jumped when staff stopped talking and started asking questions, and the exact line that gets a seller to negotiate against himself. By the end, you'll know why he still hasn't convinced his own family he's this good at it.

John Richardson teaches negotiation at MIT Sloan and previously at Harvard Law, where he worked under Roger Fisher at the Harvard Negotiation Project. He is co-author of Never Settle: Persuasion and Negotiation Skills to Get What You Want.

🎯 How researching market salary data before asking for a raise changes the entire negotiation

🚨 Why leading with "I want a raise" is the biggest mistake most people make

💡 The dishwasher trick his wife uses to always get the trash taken out

📊 How a hospital's organ donor requests jumped once staff stopped talking and started asking questions

🧠 Why "how did you arrive at that number" made a car salesman drop his price without a fight

🔥 How Roger Fisher's WWII bombing missions over Japan led him to found the field of negotiation

About the Guest:

John Richardson teaches negotiation at MIT's Sloan School of Management and previously at Harvard Law, where he worked as an associate at the Harvard Negotiation Project. He is a graduate of the Massachusetts Fire Academy and co-author of Never Settle: Persuasion and Negotiation Skills to Get What You Want.

MIT Sloan: https://mitsloan.mit.edu/faculty/directory/john-richardson

Website: https://www.neversettlenegotiate.com/

📖 Get Never Settle: Persuasion and Negotiation Skills to Get What You Want:

Amazon: https://www.amazon.com/Never-Settle-Persuasion-Negotiation-Skills/dp/1668070375

Publisher: https://www.simonandschuster.com/books/Never-Settle/Attia-Qureshi/9781668070376

About the Host:

Paula Caligiuri is a Distinguished Professor at Northeastern University's D'Amore-McKim School of Business and co-host of International Business Today. Her research focuses on cultural agility, global leadership, and workforce development.

Northeastern: https://damore-mckim.northeastern.edu/people/paula-caligiuri/

LinkedIn: https://www.linkedin.com/in/paulacaligiuri

🎬 Watch this episode: https://youtu.be/kynuFXpbx8o

International Business Today Podcast:

📺 YouTube: https://www.youtube.com/@InternationalBusinessToday

🎧 Spotify: https://open.spotify.com/show/2y21XexVdXEiTBdZQIuSyf

🍎 Apple: https://podcasts.apple.com/us/podcast/international-business-today/id1665009512

💼 LinkedIn: https://www.linkedin.com/company/international-business-today-by-northeastern-university/

🌐 https://damore-mckim.northeastern.edu/podcasts/international-business-today/

🎓 Want to negotiate like it's your job? Explore Northeastern's online business programs → https://online.northeastern.edu/

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