How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation.

Outline of This Episode

• [1:35] Dan Lappin shares his background
• [3:18] The way we sell isn't the way people interact
• [5:43] How to remove your attachment to the outcomes
• [10:12] The most common biases to overcome
• [15:40] Change the intent behind your questions
• [19:00] Three mindsets you need to align with
• [20:53] Dan's biggest piece of advice about negotiation
• [23:01] How to connect with Dan Lappin

Resources & People Mentioned

• Lappin 180
• The Breaking Sales podcast

Connect with Dan Lappin

• Follow on Twitter
• Connect on LinkedIn
• Follow on Facebook

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
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