Something You Should Know about Negotiation


How Others Influence Us - Part 2

June 29, 2016

 

Interview with Jonah Berger, author of the book Invisible Influence

 

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Mike Carruthers:
If you want to be more productive don’t work alone.

 

Jonah Berger:
People tend to work harder when others are around. Cyclists’ race faster, runners run faster and so rather than trying to hit our goals by ourselves you can use others to help us get there.
 


Jonah Berger

How Others Influence Us

June 28, 2016

 

Interview with Jonah Berger, author of the book Invisible Influence

 

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Mike Carruthers:
You may not think about it but your actions are influenced by other people in some very unusual and unique ways.  For example say you’re out having dinner with a group of people and you know what you’re going to order but your friend orders first.

 

Jonah Berger:
And they end up ordering the same entrée that you were thinking of getting and then it comes to you.  Do you pick the same thing or do you pick something different? Overwhelmingly people end up changing what they were going to pick because their friend choose it and it makes them less happy as a result.
 


Jonah Berger

What's Wrong With the Way People Disagree?

June 21, 2016

 

Interview with James Hogan, author of the book I’m Right & You’re An Idiot

 

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Mike Carruthers:
You’ve probably noticed how nasty the political conversation has gotten and the same is true of debates on almost any controversial issue. Why?

 

James Hogan:
I think one of the reasons is it’s more effective. One of the things Noam Chomsky said to me was if you can’t win an argument shriek, call people names.
 


James Hogan

Be More Convincing

May 26, 2016

 

Interview with Dan Roam, author of the book Blah Blah Blah: What To Do When Words Don't Work

 

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Mike Carruthers:
When we’re talking with other people socially or professionally our ideas and the stories we tell are really just a string of words.

 

Dan Roam:
The problem is that unless those ideas are really, really crystal clearly formed they’re just kind of like big fluffy clouds. We talk about this one for a moment and then it passes away and the next one comes along and we completely forget about the previous one.
 


Dan Roam

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

Something You Should Know - Blogged