#17: Negotiation professor and expert Kwame Christian joins Chris to discuss how you can become a better negotiator at work and at home. They discuss common mistakes made while negotiating, a three step process you can use in every negotiation, and how talking less can be your key to success.
Kwame Christian (@kwamechistian) is a practicing attorney, the director of the American Negotiation Institute, a professor of Negotiation at the Ohio State University, the host of the world’s most popular negotiation podcast (Negotiate Anything), and the best-selling author of Finding Confidence in Conflict: Negotiate Anything and Live Your Best Life
Full show notes available at: https://allthehacks.com/mastering-negotiation-kwame-christian
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Resources Mentioned
Connect with Kwame Christian: LinkedIn | Instagram
American Negotiation Institute: Website | Negotiation Guides
Books: The Code of Trust (by Robin Dreeke) | Finding Confidence in Conflict (by Kwame Christian)
Podcasts: Negotiate Anything Podcast | Ask With Confidence Podcast | Negociación desde Cero
Full Show Notes
(00:15) Who Is Kwame Christian? (Episode Overview)
(01:15) What Do Most People Get Wrong When It Comes to Negotiating?
(01:40) Is Negotiating a Skill That Is Valuable for Everyone?
(02:22) Are Some People Better Than Others at Negotiating?
(03:45) How Can You Measure How Good of a Negotiator You Are?
(05:06) What Does a Successful Negotiation Feel Like?
(06:36) Is Negotiating Strategic or Tactical?
(07:25) How Did Kwame Christian End Up Being the Negotiation Guy?
(11:49) The Simple 3-Step Negotiation Process (The Compassionate Curiosity Framework)
(19:05) How Can You Prepare for a Negotiation?
(21:49) Why Are We Better Negotiators Outside of Our Homes?
(24:19) How to Prepare for Any Negotiation in 3 Minutes
(25:00) Why Open-Ended Questions Give You the Leverage You Need in a Negotiation
(25:58) The Most Powerful Questions You Can Ask in a Negotiation
(27:03) How Much Should You Speak in a Negotiation?
(28:30) How to Win Every Single Difficult Conversation You Enter
(30:33) Who Should Make the First Offer in a Negotiation? (The Anchoring Technique)
(33:34) How You Might Accidentally Make People Insist on Their Point of View (Psychological Entrenchment)
(36:26) When Should You Walk Away From a Negotiation?
(38:47) Big Things People Forget to Negotiate
(41:37) Common Mistakes in Almost Every Negotiation
(42:55) How Should You Negotiate With Kids? (Parenting Towards Obsolescence)
(45:40) What Is Validation?
(49:28) Should You Try to Get Rejected?
(52:41) How to Recover From Saying the Wrong Things in a Conversation With Someone You Love
(55:13) Can You Negotiate With Yourself?
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