Negotiate Like a Pro: Developing The Skills to Get What You Want ft. Kwame Christian

Jul 30, 2024

42:10

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This week on The Journey, Morgan DeBaun is joined by renowned negotiation expert Kwame Christian for an enlightening discussion on the art and science of negotiation. Kwame, a two-time best-selling author, lawyer, and founder and CEO of the American Negotiation Institute, is sharing how he empowers individuals to excel in negotiations in both business and life.

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Chapters:

00:00 Introduction to the Journey Podcast

00:21 The Importance of Negotiation Skills

00:43 Understanding Negotiation Frameworks

02:57 Kwame Christian's Journey

04:59 Founding the American Negotiation Institute

05:58 Basics of Effective Negotiation

09:43 Deep Listening in Negotiations

11:33 The BATNA Framework Explained

13:13 Maintaining Leverage in Negotiations

14:38 Personal Negotiation Experiences

18:01 Engaging with the American Negotiation Institute

19:52 Micro-Negotiations in Daily Life

21:15 The Importance of Intentionality in Relationships

22:47 Navigating Hierarchies in Negotiations

24:33 Overcoming Biases in Negotiations

27:21 Building Genuine Connections

31:09 The Power of Social Interactions in Business

35:44 Effective Questioning Techniques

38:28 Conclusion and Resources

In this episode, Kwame demystifies the concept of negotiation, emphasizing its presence in all aspects of our lives. He outlines three essential skills for becoming a better negotiator, and they discuss the crucial role of deep listening in the negotiation process.

They explore the distinction between positions (what someone wants) and interests (why they want it) and delve into the BATNA framework, highlighting the importance of defining your "best alternative to a negotiated agreement" before stepping into negotiations.

Morgan opens up about her journey raising capital for Blavity, shedding light on the negotiation strategies and mindsets that fueled her success. Kwame underscores the significance of stating our intent in both business and personal negotiations and offers insights into navigating power differentials, such as negotiating with a boss.

Kwame addresses the unique challenges women and people of color face in negotiations, sharing strategies to overcome biases. He introduces the concept of "helpful fictions" to boost confidence and mindset. They also discuss the value of creating human connections before negotiations, a tactic Morgan has seen first-hand in high-powered circles.

Grab a notebook and tune in to discover how to ask the right questions in a negotiation and gain practical tips to enhance your negotiation skills from two masters of the craft. It's time to get what you want in business and life!