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Negotiate Anything
Trust and Power Dynamics in Negotiation: Insights from Julien Pelabere
Oct 3, 2024
Julien Pelabere, an expert negotiator with over 15 years of experience, shares his insights on the complex interplay of trust and power in negotiations. He emphasizes the importance of reducing fear for clearer thinking and highlights that trust should be balanced with vigilance. Julien discusses how power can be harnessed creatively to solve problems rather than as a coercive tool. Listeners will gain valuable strategies for enhancing their negotiation skills, focusing on empathy and emotional discipline for better outcomes.
43:11
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Quick takeaways
- Effective negotiation requires addressing fear to foster a constructive environment, enabling clear communication and innovative problem-solving.
- Power in negotiation should be leveraged to create mutual benefits and opportunities, shifting focus from coercion to collaboration.
Deep dives
Understanding Trust in Negotiation
Trust is defined as a strong belief in the consequences of an action, where control is relinquished in favor of faith. It does not serve a practical purpose in negotiation because over-reliance on trust can lead to complacency, where individuals fail to question motives and outcomes. This reliance can be detrimental, as it may cause parties to overlook due diligence and the need for agreements, such as contracts, to protect their interests. Ultimately, the discussion highlights that while the outcome of trust can be beneficial, its strategy in negotiation is flawed due to the risks involved.
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