Negotiate Anything [Part 1] Reverse Interview: The Psychology Behind Successful Negotiations with Kwame Christian and Jannies Burlingame
Dec 4, 2024
Kwame Christian, a negotiation expert, hosts Jannies Burlingame, a dynamic CFO and dual PhD student specializing in emotional intelligence and negotiation. They explore the transformative power of vulnerability in personal relationships and its impact on professional negotiations. Jannies emphasizes empathy as a learnable skill, crucial for effective communication. They discuss cultural intelligence and its influence on negotiating styles, alongside personal anecdotes that highlight the delicate balance of strength and vulnerability in long-term relationships.
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The Psychology of Negotiation
- Kwame Christian recounts a mediation where a participant, surprised by his empathetic approach, questioned his lawyer identity.
- This highlights how focusing too much on professional expertise can sometimes detract from our ability to connect with others as people.
Negotiation as Mixed Martial Arts
- Kwame Christian views negotiation as a form of peaceful mixed martial arts, with different entry points based on professional backgrounds.
- Recognizing your background's strengths and weaknesses in negotiation is crucial for targeted improvement.
Negotiation as a Learnable Skill
- Negotiation, like empathy, is a learnable skill, not a fixed talent.
- Continuous practice is key to improving negotiation abilities.
