Something You Should Know about Negotiation

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




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




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




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




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




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




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


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




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

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