Neil Rackham’s groundbreaking research uncovered what separates skilled negotiators from the average. Drawing insights from real-world negotiation sessions involving union disputes, management decisions, and high-stakes contracts, this episode unpacks the actual behaviour of skilled negotiations. 

You’ll learn:

The specific ways skilled negotiators prepare differently from average negotiators (feat. 48 skilled negotiators).

Why immediate counterproposals can ruin a negotiation (feat. insight from 102 negotiations). 

The critical role of long-term thinking in effective negotiations. 

Key behaviours that skilled negotiators use to foster collaboration and transparency.

Practical tips you can use. 

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Sources:

Rackham, N. (2003). The behavior of successful negotiators. McGraw Hill/Irwin, New York.

Reb, J., Luan, S., & Gigerenzer, G. (2024). Smart management: Why successful leaders must embrace simple strategies in an increasingly uncertain and complex world. MIT Press. https://mitpress.mit.edu/9780262548014/smart-management/