Negotiate Anything Why Smart People Still Lose Deals — And How to Stop It
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Apr 18, 2025 In a captivating discussion, Michiel Koopman, a former Dutch soldier and now Head of Trading at Google, dives into the intricacies of negotiation. He reveals that most deal failures stem from human factors rather than financial aspects. Topics include the destructive influence of ego and weak relationships, as well as the importance of empathy in creating successful outcomes. Michiel shares personal insights from military training, contrasting it with corporate negotiations, and emphasizes cultivating deeper connections in every deal.
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Empathy Drives Negotiation Success
- Empathy is crucial in negotiation to understand the other's interests beyond just the financial.
- Many fail because they focus on their value without considering the counterpart's deeper interests.
Dig Deep Into Interests
- Always seek to understand the other party's interests fully before finalizing a deal.
- This deeper understanding can lead to better deals and sustained relationships.
Culture Shapes Relationship Building
- Culture deeply influences how relationships are built and should be considered in negotiations.
- This applies both between countries and within company subcultures.
