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Negotiation Innovation
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Negotiation Innovation

Author: Christopher Meyer

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Everyone negotiates. You may think that it’s the realm of the salesperson, or the business executive, or lawyer, but every single person encounters a number of negotiations on a daily basis. Every human interaction has the possibility of some gain if we are willing to look for it. The key to finding success in your interactions is changing your mindset. Because it’s not about winning or losing—it’s about getting what you really want.

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59 Episodes
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Power - those who don’t have it, want it. Those who do have it, want more. Power, when used to impact, change, or threaten, is almost universally negative. Power, when used correctly, can be very useful in guiding, educating, and increasing outcomes. This episode explores some different ideas for the use of power in negotiation.
While there’s nothing inherently wrong with being selfless, there is also the reality in life that we’re trying to achieve some outcome. Additionally, those with whom we negotiate are also trying to achieve an outcome. The competitive view of negotiation puts these outcomes at odds, producing a winner and a loser in the negotiation. So, how can negotiators balance getting their own outcome and benefitting the others in the negotiation, without it becoming an altruistic endeavor? This episode examines the thought process behind competitive versus collaborative negotiation and how to maximize gain, while benefitting others.
Collaboration is a motive in your actions, not a behavior. Most people would express a desire to be collaborative, but when faced with the reality of a negoti- ation situation research shows that they drop into a competitive mindset within five minutes of the start of the negotiation—regardless of the mindset they have entering the negotiation. Collaborative negotiation is the path to higher joint gains. Most people negotiate competitively to be sure that no one takes advantage of them. Why do negotiators think they are at risk of being exploited? It’s because they don’t have a clear idea of their interests, they are too focused on the positions in the negotiation, and they know they will have to give on the positions to achieve an outcome. Collaboration is the process of working with others to find the ways to increase outcomes for all involved.
Your Motive

Your Motive

2021-02-0217:14

There is a link between your cognition and your behavior – that is, what you think impacts what you do. If you think that you can control or impact your outcomes in the organization with the work that you do, that will impact your behavior. If you enter every negotiation with the desire to win, it can impact your behavior in ways that may not be evident. This episode examines the typical win motive and points to a better way.
This episode examines the offers and concessions that we prepare before the negotiation and how to strategically use those. This includes answering the question about making first offers, strategically using your reasons for negotiating to open up creative outcomes, and using those reasons appropriately to achieve the best outcome.
Preparation: Ambiguity

Preparation: Ambiguity

2021-01-1916:48

In the continued series on Strategic Negotiation, this episode examines some of the causes of ambiguity in our negotiations. Much of the ambiguity stems from differences in the information that the participants have, as well as differences in the interpretation of that information. I walk through some of the common causes of these differences and lay out some plans to address information ambiguity in a positive way.
Preparation: Interests

Preparation: Interests

2021-01-1217:38

The first episode in a series on Strategic Negotiation examines the preparation of interests for your interaction. Most people prepare for negotiation, but without a clear focus on the interests, the reasons why for negotiating and the outcomes. This episode is focused on developing a strategic approach to those interests and shifting your focus from what you want, to why you want it.
No Surprises

No Surprises

2021-01-0517:35

Everyone was taken by surprise when the pandemic forced us into a new way of doing business. Some adapted really well, some adapted really poorly. The difference between having a plan and having a strategy could make or break you in your interactions. Since we all negotiate, we all need a strategy. A plan can help you as long as things don't deviate from the plan. A strategy can save you when things don't go as planned. In this new season, I am going to spend the first 15 episodes on developing a strategy covering the topics of Preparation, Motivation, Process, Interaction, and Outcome. At the end of this series you will be able to develop a comprehensive strategy for maximizing  your negotiation interactions.
Everyone tells a story in their interactions. Knowing that and managing it are two different things. This episode (the last episode of 2020) addresses managing your story in a genuine way. We don't want to be fake, but we do want to manage our impressions, our professionalism, and our reputation. Have a plan and manage your story to impact your interactions and your outcomes.
Be Strategic!

Be Strategic!

2020-12-0818:14

In order to level up your negotiation skills you need to be strategic. This episode will give you some focus in strategic preparation, strategic communication, and strategic process.
Insincere Negotiation

Insincere Negotiation

2020-12-0116:52

Not every negotiator enters an interaction with the motive to achieve an outcome. Some negotiators are interacting to get information without agreement, some to stall an agreement, and some negotiators are actively trying to sabotage an agreement. This episode examines these insincere motives in light of some recent research on the topic and provides guidance on dealing with (and using) insincere tactics.
Thankfulness

Thankfulness

2020-11-2413:52

There is always something to be thankful for, if you look at the big picture.
Positional bargaining is a typical way to negotiate. However, there are better ways to achieve your outcomes. In this episode I walk through three ways to move you beyond positional bargaining and into more productive negotiations.
Some say to remove all emotion from your negotiations, but that emotion is important. This episode focuses on using that emotion in a way that will allow for more productive negotiations. If you understand the emotional content you can impact the creativity and innovation, you can improve your relationships, and you can better understand the process.
Civil Discourse

Civil Discourse

2020-11-0314:03

Special Election Day episode. Learn to disagree well.
Slow Down!

Slow Down!

2020-10-2717:25

We often move through negotiations at a breakneck speed. In this episode, I spend some time breaking down some of the reasons for our rushing, as well as providing some prescriptive advice to address our timing. This will give you some opportunity to evaluate your negotiation timing and slow down!
Political behavior exists across a wide spectrum of organizations. From small local organizations to the national stage, politics can be very divisive. In this episode I give you four methods to diffuse political activity in your organizations and move toward positive relationships and positive outcomes.
What you say...

What you say...

2020-10-1317:12

What you say and how you say it can have a profound effect on the interactions you have and the outcomes from those interactions. Are you deliberate about how you present information? Do you think about whether you are presenting the opportunity as a gain, or as a loss? Do you know the impact of each of these frames? This episode takes a deeper look at the impact of framing in our interactions. Based on Nobel Prize winning research and ideas from research in the area of persuasion, I will help you frame your discussions for maximum impact.
Fierce Collaboration

Fierce Collaboration

2020-10-0617:28

Don't settle for less, settle for more. Fight to get gains in your negotiation. This podcast will give you three strategies to develop as you grow into a fierce collaborator.
Think Big!

Think Big!

2020-09-2917:04

Sometimes we get stuck in a cycle of small offers and small concessions as a defensive response to other negotiators. In this episode I make the case for getting beyond that haggling view of negotiation and rather looking for ways to accept the offers of others and provide them with extravagant outcomes. It's only possible if we stop thinking defensively, and start thinking big.
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