Mastering Negotiation Through the Art of Listening

#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://allthehacks.com/mastering-negotiation-kwame-christian

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Resources Mentioned

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

(00:15) Who Is Kwame Christian? (Episode Overview)

(01:15) What Do Most People Get Wrong When It Comes to Negotiating?

(01:40) Is Negotiating a Skill That Is Valuable for Everyone?

(02:22) Are Some People Better Than Others at Negotiating?

(03:45) How Can You Measure How Good of a Negotiator You Are?

(05:06) What Does a Successful Negotiation Feel Like?

(06:36) Is Negotiating Strategic or Tactical?

(07:25) How Did Kwame Christian End Up Being the Negotiation Guy?

(11:49) The Simple 3-Step Negotiation Process (The Compassionate Curiosity Framework)

(19:05) How Can You Prepare for a Negotiation?

(21:49) Why Are We Better Negotiators Outside of Our Homes?

(24:19) How to Prepare for Any Negotiation in 3 Minutes

(25:00) Why Open-Ended Questions Give You the Leverage You Need in a Negotiation

(25:58) The Most Powerful Questions You Can Ask in a Negotiation

(27:03) How Much Should You Speak in a Negotiation?

(28:30) How to Win Every Single Difficult Conversation You Enter

(30:33) Who Should Make the First Offer in a Negotiation? (The Anchoring Technique)

(33:34) How You Might Accidentally Make People Insist on Their Point of View (Psychological Entrenchment)

(36:26) When Should You Walk Away From a Negotiation?

(38:47) Big Things People Forget to Negotiate

(41:37) Common Mistakes in Almost Every Negotiation

(42:55) How Should You Negotiate With Kids? (Parenting Towards Obsolescence)

(45:40) What Is Validation?

(49:28) Should You Try to Get Rejected?

(52:41) How to Recover From Saying the Wrong Things in a Conversation With Someone You Love

(55:13) Can You Negotiate With Yourself?

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