2Bobs—with David C. Baker and Blair Enns
The Conflicting Ethics of Selling and Negotiating
Oct 11, 2023
The podcast discusses the differences between selling expertise and bargaining ethics, emphasizing the need to adapt bargaining approaches. It explores the conflicting ethics of selling and negotiating, contrasting the 'ideal school' with the 'poker school'. The chapter also highlights the significance of preparation, strategic approach, relationships, motivations, and emotional control in selling and negotiating.
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Quick takeaways
- Negotiating requires adapting bargaining ethics to match opponents, whether idealist, poker, or pragmatist.
- Recognize the importance of relationships in negotiations and adjust tactics while maintaining ethical boundaries.
Deep dives
The Conflicting Ethics of Selling and Negotiating
The podcast explores the conflicting ethics of selling and negotiating. The hosts discuss the three schools of bargaining ethics: idealist, poker, and pragmatist. The idealist school emphasizes fairness, honesty, transparency, win-win outcomes, and long-term relationships. The poker school focuses on playing by the rules of the negotiation game, allowing for bluffing and strategic tactics. The pragmatist school takes a flexible approach, adjusting ethics based on the context of the negotiation. The hosts underscore the importance of recognizing that the ethical standards applied to selling expertise may not necessarily apply to negotiating with third parties.
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