The Unfair Advantage of Being Fair: Why Win-Win Isn't Just a Cliche (Barry Stowe)
Description
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Is the goal of a negotiation to gain a "distinct unfair advantage"? In this episode, host John Lowry sits down with global insurance executive Barry Stowe to dismantle that Wall Street myth and reveal a more profitable path.
Stowe, who led Prudential Corporation Asia through a season of unprecedented growth, shares the counter-intuitive strategies that helped him close deals across the globe—from India to Japan. You’ll hear why he warns against being the "ugly American" and how a simple mistake with a traffic signal in Vietnam taught him a profound lesson about leadership and perception.
Tune in to discover:
- The Renegotiation Paradox: Why Stowe voluntarily offered to quadruple a partner's revenue mid-contract—and how that "generosity" secured 20% of his company’s regional profit.
- The 13-Hour Dinner: The extreme length Stowe went to—flying a CEO from London to Singapore just for one meal—to prove respect and save a deal with a family-owned bank.
- The "George Washington" Rule: Why the most brilliant move a leader can make is knowing exactly when to walk away.
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