Negotiate Anything
Inside the Secrets of Failed Deals: Michiel Koopman Insights
Oct 12, 2023
Michiel Koopman, Google's Head of Trading and Commercialization, discusses why negotiations fail, the importance of empathy, understanding interest-based negotiation, and internal negotiations within Google regarding the veterans network.
41:42
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Quick takeaways
- Leading with empathy is crucial in negotiations to connect with the other party and find common ground.
- Taking relationship building seriously by investing time and effort in building trust and understanding cultural differences can lead to more successful deals.
Deep dives
Reasons Why Deals Fail: Lack of Empathy
One of the main reasons why deals fail is a lack of empathy. Many negotiators focus solely on their own interests and fail to understand the interests of the other party. This leads to a failure in truly connecting with the other person and finding common ground. To overcome this, negotiators should lead with empathy by genuinely showing interest, asking questions, and being open to understanding the other party's perspective. By doing so, negotiators can build stronger relationships and increase the chances of successful deals.
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