Something You Should Know about Negotiation

Receiving Feedback From People

March 17, 2014


Interview with Sheila Heen, co-author of the book Thanks for the Feedback: The Science and Art of Receiving Feedback Well




Mike Carruthers:
Supposedly we all want to get feedback from other people but sometimes feedback is hard to take.


Sheila Heen:
So feedback sits right at the junction of 2 core human needs; the 1st is the need to learn and grow.


Sheila Heen

Presenting Your Ideas Well

March 6, 2014


Interview with Carmine Gallo, author of the book Talk Like TED: The 9 Public-Speaking Secrets of the World's Top Minds




Mike Carruthers:
If you want to get ahead today you have to be able to communicate well and express your ideas verbally.


Carmine Gallo:
You can have great ideas but if you cannot communicate persuasively. If I can’t move you to action then my ideas don’t matter that much, do they?

Carmine Gallo

Preparing For Important Conversations

March 3, 2014


Interview with Ronald Shapiro, author of the book Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work




Mike Carruthers:
Think of all the times you’ve had to have serious even difficult conversations with people.


Ronald Shapiro:
You have a family financial squabble, you’re going to ask the boss for a raise, break a relationship up with a partner – these are really important conversations.

Ronald Shapiro

Being More Persuasive

February 21, 2014


Interview with Gary Hankins, author of the book The Power of the Pitch: Transform Yourself into a Persuasive Presenter and Win More Business




Mike Carruthers:
Everyone has to sell, we sell ourselves, we sell our ideas, we have to persuade so remember…


Gary Hankins:
People will not buy from us; they won't be persuaded by us if they don't like us.

Gary Hankins

Everyday Negotiation - Part 2

November 21, 2013


Interview with Michael Wheeler, author of the book The Art of Negotiation: How to Improvise Agreement in a Chaotic World




Mike Carruthers:
When you get hired or want a raise it’s tough to negotiate with your boss for more but consider this…


Michael Wheeler:
If you don’t try to get more you won’t get more. And you want to display your eagerness to take that job and your commitment to do it well but you also have to demonstrate that you can represent yourself well.

Michael Wheeler

Everyday Negotiation

November 20, 2013


Interview with Michael Wheeler, author of the book The Art of Negotiation: How to Improvise Agreement in a Chaotic World




Mike Carruthers:
Even though we all negotiate all the time negotiation is often difficult.


Michael Wheeler:
We were surprised to discover that even successful negotiators, even experienced negotiators feel a degree of anxiety and sometimes the anxiety is fear and even tear.


Michael Wheeler

Being Influential

November 11, 2013


Interview with Bob Burg, author of the book Adversaries into Allies: Win People Over Without Manipulation or Coercion




Mike Carruthers:
If you’re going to get people to do what you want, to buy what you sell you have to remember that…


Bob Burg:
All things being equal people will do business with, they’ll allow themselves to be influenced by, they’ll be open to the ideas of those people they know, like and trust.

Bob Burg

How To Handle Tough Questions

October 23, 2013


Interview with Jerry Weissman, author of the book In the Line of Fire: How to Handle Tough Questions...When It Counts




Mike Carruthers:
Are you good at handling tough questions? Want to be better at it? Then try a technique called buffering. 


Jerry Weissman:
Buffer is a paraphrase, and a paraphrase is a very carefully stated restatement of the question, stripping all of the emotion, all of the adjectives, going right down to the nouns and verbs of the key issues.


Jerry Weissman

Science Of Persuasion

July 22, 2013


Interview with Robert Cialdini, author of the book Yes!: 50 Scientifically Proven Ways to Be Persuasive




Mike Carruthers: 
Persuasion is not so much an art at all.


Robert Cialdini:
It turns out it's an out-and-out solid science - fifty years of research.

Robert Cialdini

Getting Good At Saying No

July 12, 2013


Interview with Susan Newman, author of the bookThe Book of No: 250 Ways to Say It -- And Mean It and Stop People-pleasing Forever




Mike Carruthers:
Saying "No"... it's tough to do when someone asks for your help - why is that?


Susan Newman:
We're afraid that people won't like us that they'll think that we're uncaring or self-centered, even lazy - and for some people they don't like confrontation.


Susan Newman

Something You Should Know - Blogged