Something You Should Know about Negotiation


Positive Negotiation

April 11, 2016

 

Interview with Dan Shapiro, author of the book Negotiating The Nonnegotiable

 

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Mike Carruthers:

When you think of negotiating you likely think of a difficult maybe even contentious exchange.

 

Dan Shapiro:

The approach we found tends to be much more effective is having people work together. How do you try to reach some sort of mutual gains where both people walk away better than the alternative?
 


Dan Shapiro

How Stories Persuade - Part 2

March 3, 2016

 

Interview with Carmine Gallo, author of the book Loyalty: The Vexing Virtue

 

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Mike Carruthers:
Telling a good story is a powerful way to connect with people and be persuasive for the simple reason that…

 

Carmine Gallo:
We want to do business with people we like. And stories do seem to be the one tool that will connect people to one another especially when it comes to persuasion or trying to get your idea across.
 


Carmine Gallo

How Stories Persuade

March 2, 2016

 

Interview with Carmine Gallo, author of the book Loyalty: The Vexing Virtue

 

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Mike Carruthers:
In trying to persuade someone or sell your ideas it’s tempting to use facts and figures but something else works much better – storytelling.

 

Carmine Gallo:
We’ve learned more in the last 10 years of how stories connect people to one another and how they can be used for persuasion than we’ve known in history.
 


Carmine Gallo

Getting People To Agree With You

October 22, 2015

 

Interview with Melanie Billings-Yun, author of the book Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships

 

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Mike Carruthers:
You negotiate when you try to get someone else to agree to do something, but getting someone to agree to do something and having them actually do it are not the same thing.

 

Melanie Billings-Yun:
Psychological studies have shown that people do not feel committed to agreements that they felt they were bullied into or forced to make and will find ways to get back at you.
 


Melanie Billings-Yun

Communicating With Difficult People

October 20, 2015

 

Interview with Dr. Mark Goulston, author of the book Talking to Crazy: How to Deal with the Irrational and Impossible People in Your Life

 

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Mike Carruthers:
Difficult people - you have to deal with them so you might as well get good at it.

 

Dr. Mark Goulston:
The way difficult people get to you is, often they will charm you and then as you interact with them they kind of frustrate you, then they may anger you.
 


Dr. Mark Goulston

Negotiation Mistakes We Make - Part 2

July 28, 2015

 

Interview with Thomas Z. Lys, co-author of the book Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

 

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Mike Carruthers:
Whenever you negotiate with someone you always have the option of walking away but many people don’t. Why?

 

Thomas Lys:
Because they fall prey to the sunk cost phenomenon; I have negotiated for so long, well OK let’s accept the deal - when in fact rejecting it would leave you better off.

 


Thomas Z. Lys

Negotiation Mistakes We Make

July 27, 2015

 

Interview with Thomas Z. Lys, co-author of the book Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life

 

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Mike Carruthers:
Those of us who don’t negotiate often are prone to make some fundamental mistakes.

 

Thomas Lys:
What happens in a negotiation is you kind of start liking your counterpart, well I can’t turn him down, you know he’s such a nice guy.

 


Thomas Z. Lys

Having Difficult Conversations

June 30, 2015

 

Interview with Andrea Lee, author of the book We Need To Talk: Your Guide to Challenging Business Conversations

 

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Mike Carruthers:
You know those difficult conversations when something really big is at stake? Well one of the things that makes those conversations so difficult is…

 

Andrea Lee:
We perform worse
when there’s something to lose. The moment when we have something to lose is actually when it counts the most to have the best conversation possible.

 


Andrea J. Lee

Expressing Appreciation

June 19, 2015

 

Interview with Dan Shapiro, author of the book Beyond Reason: Using Emotions as You Negotiate

 

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Mike Carruthers:
Showing appreciation can be almost magical in any relationship, discussion or negotiation if you know how to do it right.

 

Daniel Shapiro:
People often say, "Empathize with the other person, validate their emotions." But what does that mean?

 
 


Dan Shapiro

Managing Your Boss

June 3, 2015

 

Interview with Katherine Crowley, co-author of the book Working for You Isn't Working for Me: The Ultimate Guide to Managing Your Boss

 

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Mike Carruthers:
Just about everyone can find something wrong with their boss.

 

Katherine Crowley:
It’s not that bosses overall as personalities - as human beings are horrible people. It’s that many bosses have specific traits that drive people crazy.

Katherine Crowley

 

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