Mastering the Art of Negotiation
#17: Negotiation professor and expert Kwame Christian joins Chris to discuss how you can become a better negotiator at work and at home. They discuss common mistakes made while negotiating, a three step process you can use in every negotiation, and how talking less can be your key to success.
Kwame Christian (@kwamechistian) is a practicing attorney, the director of the American Negotiation Institute, a professor of Negotiation at the Ohio State University, the host of the world’s most popular negotiation podcast (Negotiate Anything), and the best-selling author of Finding Confidence in Conflict: Negotiate Anything and Live Your Best Life
Full show notes available at: https://www.allthehacks.com/mastering-negotiation-kwame-christian
Selected Links From The Episode
Connect with Kwame Christian: LinkedIn | Instagram
American Negotiation Institute: Website | Negotiation Guides
Books: The Code of Trust (by Robin Dreeke) | Finding Confidence in Conflict (by Kwame Christian)
Podcasts: Negotiate Anything Podcast | Ask With Confidence Podcast | Negociación desde Cero
Full Show Notes
Who is Kwame Christian? (episode overview). [00:15]
What do most people get wrong when it comes to negotiating? [01:15]
Is negotiating a skill that is valuable for everyone? [01:40]
Are some people better than others at negotiating? [02:22]
How can you measure how good of a negotiator you are? [03:45]
What does a successful negotiation feel like? [05:06]
Is negotiating strategic or tactical? [06:36]
How did Kwame Christian end up being the negotiation guy? [07:25]
The simple 3 step negotiation process (the compassionate curiosity framework). [11:49]
How can you prepare for a negotiation? [19:05]
Why are we better negotiators outside of our homes? [21:49]
How to prepare for any negotiation in 3 minutes. [24:19]
Why open-ended questions give you the leverage you need in a negotiation? [25:00]
The most powerful questions you can ask in a negotiation. [25:58]
How much should you speak in a negotiation? [27:03]
How to win every single difficult conversation you enter. [28:30]
Who should make the first offer in a negotiation? (The anchoring technique) [30:33]
How you might accidentally make people insist on their point of view (psychological entrenchment) [33:34]
When should you walk away from a negotiation? [36:26]
Big things people forget to negotiate. [38:47]
Common mistakes in almost every negotiation. [41:37]
How should you negotiate with kids? (parenting towards obsolescence) [42:55]
What is validation? [45:40]
Should you try to get rejected? [49:28]
How to recover from saying the wrong things in a conversation with someone you love. [52:41]
Can you negotiate with yourself? [55:13]
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