Something You Should Know about Negotiation


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

 

________________

 

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

 

Using Surprise To Your Advantage

 

April 15, 2015

 

Interview with Andy Nulman, author of Pow! Right Between the Eyes: Profiting from the Power of Surprise

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Mike Carruthers:
To be more successful, whether as a business or as an individual, one often overlooked strategy is the power of surprise.

 

Andy Nulman:
The definition here is it's the constant expansion of the boundaries of delightful extremes. What you want to make sure you do is delight a customer.
 


Andy Nulman

 

 

Better Negotiating Strategies

March 18, 2015

 

Interview with Ed Brodow, author of the book Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals

 

________________

 

Mike Carruthers:
It can be very intimidating to negotiate, especially with someone who does it for a living.

 

Ed Brodow :
The key really is to say to yourself what is the pressure on the other person in the negotiation? Why do they need to make the deal?
 


Ed Brodow

Getting What You Really Want - Part 2

March 3, 2015 

 

Interview with Peter Bregman, author of the book Four Seconds: All the Time You Need to Stop Counter-Productive Habits and Get the Results You Want

 

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Mike Carruthers:
Nobody wants to take the blame but it actually may be a very good strategy.

 

Peter Bregman:
That to take the blame for whatever you can take the blame for changes the dynamic and it does the exact opposite. It doesn’t make people want to fire you it makes people want to hire you and work with you and promote you because they see someone who’s taking accountability.
 

                                                                           


Peter Bregman

How To Say No & Mean It

 February 19, 2015

 

Interview with Don Gabor, author of the book Words That Win: What to Say to Get What You Want

 

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Mike Carruthers: 
When someone asks you to do something, and you don't want to, do you give in or do you say "no"?

 

Don Gabor:
Saying "no" is not an easy thing for many people to do, but it is often times the right thing to do for both parties.
 


Don Gabor

Taking Confrontation Out Of Conflict

February 18, 2015

 

Interview with Tim Ursiny, author of the book The Coward's Guide to Conflict: Empowering Solutions for Those Who Would Rather Run Than Fight

 

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Mike Carruthers:
Conflict. It makes a lot of us uneasy, so we avoid it at all costs. Why?

 

Tim Ursiny PhD:
I think that most of us don't have a good role model for healthy conflict. I mean how many people do you know, that you can think of "Wow! They really handle conflict well?"
 


Tim Ursiny

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