Dealcraft: Insights from Great Negotiators
Tommy Koh: Negotiating US-Singapore Trade
Oct 14, 2024
Tommy Koh, one of Singapore's top diplomats, shares his insights on negotiating a free trade deal with the United States. He recalls the unexpected origins of this agreement, sparked by a midnight golf game, showcasing how humor and strategy played key roles. Koh discusses the challenges he faced from high-profile opposition and emphasizes the importance of building bipartisan relationships. His unique blend of emotional intelligence and tactical adaptability shines through as he reflects on powerful lessons from his illustrious career in diplomacy.
55:52
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Quick takeaways
- Successful negotiations hinge on the balance of emotional intelligence and rational thought to foster meaningful relationships and agreements.
- Ambassador Koh's strategic ingenuity allowed him to navigate power imbalances by approaching key decision-makers indirectly in trade negotiations.
Deep dives
Thinking with Both Head and Heart
Successful negotiation requires balancing rational thought with emotional intelligence. The importance of connecting intellectually and emotionally is emphasized as critical for achieving success in negotiations. When negotiators engage both their heads and their hearts, they can foster better relationships with their counterparts. This dual approach allows for more meaningful dialogues and increases the likelihood of reaching agreements.
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