How Emotions Shape Every Business Negotiation
The Power of Questions in Negotiation Conversations
Episode 298 (Fotini is based in Toronto)
In this conversation with Fotini Iconomopolous we explore:
why the concept of “winning” in negotiation can damage outcomeshow conflict is a natural and necessary part of negotiationwhy emotions—not information—drive most decisionshow perception differs from intention in communicationthe importance of considering how others feel during negotiationthe balance between advocating for yourself and serving othershow preparation shapes confidence and effectivenesswhy adapting your approach to the individual mattershow asking questions gives you control of the conversationhow to respond when budget objections arisethe role of silence and restraint in high-stakes conversationshow to use language to create alignment and collaborationwhy value creation is more effective than price reductionhow negotiation styles shift across contexts and relationshipsAbout our guest, Fotini Iconomopolous:
She is author of the book on negotiation "Say Less, Get More" which is available in most book stores.
Take the quizz for a free assessment of your natural negotiation style.
https://fotiniicon.com/quiz/
Key Lessons from this conversation with Fotini:
the word “win” creates a losing dynamic in negotiationnegotiation is a form of conflict, but conflict is not inherently negativemisalignment in negotiation is driven more by emotion than informationremoving emotion from negotiation is impossible and counterproductivehow you make people feel determines whether they accept your proposaleffective negotiation requires balancing three key questionspreparation is essential and should never be replaced by “winging it”asking questions early gives you control of the negotiationopen-ended questions prevent immediate rejection and invite collaborationobjections should trigger exploration, not discountingnegotiation requires adapting to the individual, not just the situationsilence is a strategic advantage in negotiationtalking too much weakens your position and reveals vulnerabilityvalue can be created by reframing, not just reducing pricetrading value creates better outcomes than making concessionsYour Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.
Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.
www.SpeechCoachforExecutives.com
https://superiorpresentations.net/
https://www.linkedin.com/in/georgetorokpresentations/
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