In this episode we dig into Negotiation. Why, no matter what you do, its essential to master the skill of negotiation, the barriers that prevent people like you from negotiating effectively, why the common sense rules of the real world are a fragile collection of socially reinforced illusions, the most powerful type of question you can use in a negotiation, the single biggest mistake you can make negotiating, and much more with Kwame Christian.
Kwame Christian is a business lawyer and owner of the Christian Law as well as the founder of the American Negotiation Institute. He also hosts the podcast Negotiation for Entrepreneurs, the top rated negotiation podcast on iTunes, where he interviews successful entrepreneurs and shares powerful persuasion techniques.
We discuss:
Why the majority of the conversations we have are negotiations and its a vital skill to work on and improve
Whether or not you’re good at negotiation, you’re still going to be negotiating on a daily basis
The “Three Pillars” of Succeeding at Negotiation
What is “offensive negotiation” & how to maximize value for yourself
What are the “defensive” uses of negotiation? And how you can use negotiation to avoid bad outcomes and resolve conflicts
How you can use negotiation to build relationships
How to become comfortable with asking for what you want
The FIRST barrier everyone faces when they negotiate
The SECOND barrier everyone faces when negotiating
Rejection therapy and how it can transform and improve your ability to negotiate
One question you should always ask to see how much flexibility you have
The common sense rules of the real world are a fragile collection of socially reinforced illusions
How to use framing to transform a negotiation and conversation (with concrete examples from Kwame’s work)
How open ended questions decrease the perceived threat of a conversation
How to become a “puppet master” controlling the conversation while the other party feels like they are in control
How to cultivate information asymmetry and get the informational advantage in a negotiation
How you can lead someone down a logical path where they convince themselves of what you want
How do you develop the skill of asking questions
How you can practice and improve the skillset of persuasion
Why curiosity is a critical component of being an effective negotiator and communicator
Why you need to be able to be persuaded to be able to persuade
Why preparation is an essential component in a negotiation
How, specifically, Kwame preps for a negotiation (specific checklists, questions, etc)
The Three Characteristics of Master Negotiators
How creativity fits into being an effective negotiator and why you should try to find inexpensive ways to solve other people’s problems
The false belief that negotiation is a zero sum game
Why great negotiators go out of their way to try and solve other people’s problems
The single biggest mistakes you can make in a negotiation
One of the biggest barriers to moving forward in a negotiation
How to build strong working relationships, with trust, and free flow of communication
And much more!
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Proven Tactics For Getting What You Want & Persuading Anyone With Master Negotiator Kwame Christian | The Science of Success podcast - Listen or read transcript on Metacast
