Negotiation Innovation

We often move through negotiations at a breakneck speed. In this episode, I spend some time breaking down some of the reasons for our rushing, as well as providing some prescriptive advice to address our timing. This will give you some opportunity to evaluate your negotiation timing and slow down!

Political behavior exists across a wide spectrum of organizations. From small local organizations to the national stage, politics can be very divisive. In this episode I give you four methods to diffuse political activity in your organizations and move toward positive relationships and positive outcomes.

What you say and how you say it can have a profound effect on the interactions you have and the outcomes from those interactions. Are you deliberate about how you present information? Do you think about whether you are presenting the opportunity as a gain, or as a loss? Do you know the impact of each of these frames? This episode takes a deeper look at the impact of framing in our interactions. Based on Nobel Prize winning research and ideas from research in the area of persuasion, I will help you frame your discussions for maximum impact.

Don't settle for less, settle for more. Fight to get gains in your negotiation. This podcast will give you three strategies to develop as you grow into a fierce collaborator.

Sometimes we get stuck in a cycle of small offers and small concessions as a defensive response to other negotiators. In this episode I make the case for getting beyond that haggling view of negotiation and rather looking for ways to accept the offers of others and provide them with extravagant outcomes. It's only possible if we stop thinking defensively, and start thinking big.

Most of the time when a negotiator proclaims something to be unfair, they are complaining that they didn't get what they wanted. Typically, that's due to fear or ignorance (generally not being knowledgeable about the possible outcomes or ways to maximize value). This episode gives you some ideas about avoiding this behavior  and controlling the perception of unfairness for others with whom you interact.

We live in a society that prioritizes goals that are superficial, shallow, and poorly focused. This causes us to pursue behavior that doesn't fit with the the organizational, and sometimes the personal, goals. We need to measure differently. We need to measure better. This episode shines the light on some of those missed opportunities and points the direction forward for both individuals and organizations.

This episode will help you understand where trust comes from in our interactions. Since trust is such an important aspect of negotiations, and most every interaction, I will also look at how trust is built and how trust is maintained. I also talk about the impact of trust in our decision-making process.

Everyone wants to gain in their interactions. Communicating that to the others involved is an important step in building trust, developing relationships, and maximizing gains. This episode will address these ideas and build some support for transparency in our interactions.

Do you want to be a strong negotiator? Do you know what that means? I explain three characteristics of weak negotiators and contrast that with three characteristics of strong negotiators. It may not mean what you think it means to be a strong negotiator.