How Might We...?

How Might We Negotiate Under Pressure

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This week my Guest is Gary Gorman, he is a business owner, podcast host, and training specialist. He is a negotiation expert and trains sales teams to agree better deals, contracts, and prices.

 

This week we discuss some of the differences and similarities between corporate and hostage negotiation. Listen to a informal discussion around some of the key aspects of negotiation and how they overlap in these two disciplines.

 

  • 01:57 Gary quotes Julie Andrews as he introduces some of the key things to consider in commercial negotiation
  • 06:57 Scott starts to look and explore the emotional aspects of the negotiation process
  • 08:07 Gary agrees that the use of emotions can be positive in moving the negotiation forward
  • 08:44 Gary explains the use of flinching to gauge a proposal
  • 09:34 Scott introduces the concept of the Mood Meter and how it can help in assessing the emotional energy in the negotiation process
  • 10:34 Keep negotiation moving and maintain patience, don’t go straight to solving. Gain a deeper understanding
  • 12:09 Keeping an open mind and being ferociously curious
  • 12:57 Gary explains extrinsic and intrinsic drivers for commercial negotiation
  • 14:58 The solution may be different, but the desired outcome remains the same
  • 15:50 Listening to more than the words – fishing for the emotional hooks
  • 20:40 The importance of building trust
  • 21:16 Some of the rules of influence are explored
  • 22:19 The concept of mutual gain
  • 25:42 We explore the importance of outcomes and risks involved and the immediacy of risk in hostage negotiation
  • 27:33 Never in the world has telling someone to calm down ever calmed anyone down
  • 27:58 The importance of language
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    • Gary’s Website: https://www.garygorman.co.uk/

     

    Scott’s Website: https://theinnovatecrowd.com

     

    If you want to get involved and share your How Might We…?  question then drop me an email [email protected]

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    How Might We...?By The Innovate Crowd