The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving11 Touko

651: Ford School of Public Policy Adjunct Attia Qureshi on the Hidden Psychology Behind Effective Negotiation

Attia Qureshi examines negotiation not simply as a business skill, but as a core leadership capability that shapes influence, alignment, and decision-making. Drawing on experience across consulting, startups, academia, and international development, she explains why many capable professionals struggle in negotiations despite strong analytical skills.

The discussion explores several practical themes: why preparation is often undervalued, how fear and emotional reactions affect judgment under pressure, and why negotiation should be treated as a skill built through repetition rather than theory alone. Qureshi also distinguishes influence from manipulation, emphasizing that durable cooperation is built through trust, reciprocity, and understanding shared interests.

The episode covers organizational alignment, stakeholder management, rejection, and emotional resilience, including lessons from work in Colombia helping farming communities transition away from coca production. Throughout the conversation, Qureshi argues that effective negotiators are not necessarily the most aggressive or persuasive, but the ones who can stay disciplined, build trust, and navigate difficult conversations with clarity and composure.

This episode offers practical insights for leaders seeking to improve negotiation, relationship management, and organizational effectiveness in both professional and personal settings.

Attia Qureshi is an adjunct at the Ford School of Public Policy and previously at MIT's Sloan School of Management and Ross School of Business. The founder of Attia Qureshi Consulting, where she supports companies through negotiation, conflict resolution, and organizational strategy.

Get Attia's book, Never Settle, here: https://tinyurl.com/2fyjhb5m

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692: Wharton School Professor Matthew Bidwell on How to Build a Successful Career from the Inside

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688: Michael on the U.S. Green Card Ban

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687: US Open Medalist on Principles to Succeed at Any Table in Business, Sports, and Life (Strategy Skills classics)

For this episode, let's revisit a strategy skills classic featuring an interview with the author of Ping Pong Leadership: 18 Principles to Succeed at Any Table in Business, Sports, and Life, Justin Bo...

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686: How VC Shapes Startups with Benjamin Shestakofsky (Strategy Skills classics)

For this episode, let's revisit a strategy skills classic featuring an interview with the author of Behind the Startup: How Venture Capital Shapes Work, Innovation, and Inequality, Benjamin Shestakofs...

28 Syys 50min

685: Fair Shake: Women and the Fight to Build a Just Economy (Strategy Skills classics)

For this episode, let's revisit a strategy skills classic featuring an interview with the authors of Fair Shake: Women and the Fight to Build a Just Economy, Naomi Cahn, June Carbone, and Nancy Levit....

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684: Founder and CEO of Triggers, Leslie Zane. The Power of Instinct: The New Rules of Persuasion (Strategy Skills classics)

For this episode, let's revisit a strategy skills classic interview with an award-winning marketer, TEDx speaker and authority in harnessing the instinctive mind to accelerate brand and business growt...

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683: Professor of Finance at Copenhagen Business School, Jesper Rangvid, on the End of 40 Years of Falling Interest Rates

Jesper Rangvid, professor of finance at Copenhagen Business School, explores what leaders should understand about interest rates, inflation, the cost of capital, prioritization, and AI. Rangvid explai...

7 Syys 50min

682: Founder and CEO of High Alpha Innovation, Elliott Parker. The Illusion of Innovation (Strategy Skills classics)

For this episode, let's revisit a strategy skills classic interview with the author of The Illusion of Innovation: Escape "Efficiency" and Unleash Radical Progress, Elliott Parker. The Illusion of Inn...

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