Negotiator
topic on 4 shows · 8 statements across 6 episodes
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8 statements about Negotiator, every show
Top Negotiators Mirror Counterparties So Resolutions Feel Like Their Idea
“First thing you just have to remember, the best negotiators, they don't talk, they translate. I see salespeople all the time, employees trying to ask for more raises. They don't know what to do. They don't understand their value, and so they just talk. They ta…”
Asking 'What Does Winning Look Like?' Unlocks Stalled Sales Negotiations
“What does winning look like to you? That's another great way and a great question to reframe a stalled negotiation, right? As you mirror them, you say, I totally understand why you're frustrated. I totally get it. Let's walk away. You pull and then you say, bu…”
Voss: Handing off to a new negotiator always signals a harder line
“No negotiation team, whether it's business or hostage, hands a negotiator off to another negotiator to be nicer.
Ever.
Business or hostage.
If there's a change in negotiation, negotiators on the other side, it is always to take a harder line.
Always.”
Puri: In negotiations, the more stubborn party always wins over logic
“The short version of that I say in every negotiator is the more stubborn party wins. Always. People think that the person who wins in negotiation is the one who has the stronger logical case. Hell no. It's the person who is more stubborn who wins always. And h…”
Cialdini: Sharing commonalities dropped email negotiation deadlocks from 30% to 6%
“In that case,
Stymied negotiations went from 30% to six percent.
When the researchers analyzed the data, it wasn't the amount of personalizing information that had been sent across, it was how many commonalities were in those accounts.”
Cain: Successful negotiators target terms highly valuable to them but cheap to counterparts
“The number one phrase I try to teach is, and people already know the front half, but they missed the second half, which is, you gotta find something valuable to you, no kidding, but cheap to the other side.”
Heen: Early negotiation habits deepen strengths without broadening adult skill sets
“All of us have been negotiating since we were kids, so everybody's an experienced negotiator, but you're not necessarily a good negotiator because you'll tend to just repeat the strategies that are successful for you, even into adulthood, right? And so your st…”
Heen: In negotiation, counterparties' core interests are fundamentally feelings
“So when we teach negotiators, it's like interests are feelings. What people care about, what people worry about, if we're going to get this deal done, you've got to respond to what people worry about, care about, can get excited about, can get on board with, h…”