2Bobs—with David C. Baker and Blair Enns

Why We Suck at Negotiating

7 snips
Apr 26, 2023
Ask episode
Chapters
Transcript
Episode notes
1
Introduction
00:00 • 2min
2
The Fear of Pitching to Creative Firms
01:32 • 2min
3
The Power of Emotional Attachment
03:13 • 2min
4
The Emotional Attachment to Negotiation
04:54 • 3min
5
The Importance of Agents in Negotiations
08:08 • 3min
6
The Importance of Confidence in Negotiations
10:56 • 2min
7
The Power of Leverage and Withholding Expertise
12:30 • 3min
8
The Importance of Frame Control in Negotiations
15:12 • 3min
9
The Importance of Being the Expert in Negotiation
18:25 • 2min
10
The Five Reasons We Suck at Negotiating
20:16 • 2min
11
Why We Suck at Negotiating as an Industry
21:50 • 3min
12
The Importance of Transparency in Procurement
25:00 • 2min
13
The Pendulum Is Moving Back the Other Way
26:52 • 3min
14
The Emotional Basis for Pushing Back on Overly Egregious Negotiations
29:53 • 2min