305: Boost Your Confidence, Get More Opportunities, and Discover Deals with Negotiation Consultant Kwame Christian

Negotiation consultant Kwame Christian from the American Negotiation Institute wants to give you the confidence (competence breeds competence) to get what you want in your business relationships with others. Go into negotiations with information beforehand, ask open-ended questions, then adjust (be flexible). Use curiosity to find the right deal, and discover if a deal exists. Spend 70% of your time listening and 30% of your time speaking.

Quotes:                                                                                                                                   

“Negotiation isn't the art of deal-making; it's the art of discovering deals.” – Kwame Christian

“Competence breeds confidence. Success or failure in negotiations isn't determined by your ability to think quickly and deliver witty retorts; it's rooted in thorough preparation beforehand.” – Kwame Christian

“Every negotiation begins with an ask. We need to articulate our needs, and that's where most people stumble.” – Kwame Christian

Takeaways:

01:49 Negotiation is about discovering deals, not forcing predetermined outcomes.

09:33 Research your counterpart thoroughly, like you're preparing for a first date.

14:59 Practice "rejection therapy" to build confidence and overcome fear of asking.

17:50 Create high-value service packages with multiple elements to expand client budgets.

21:49 Ask open-ended questions and listen 70% of the time during negotiations.

Resources

Podcast: Play in new window | Download (Duration: 27:09 — 24.9MB) | Embed

Subscribe: Apple Podcasts | Spotify | Amazon Music | iHeartRadio | Podchaser | RSS

Filed in: Archive 2: 2017 • Interview • Podcast

Comments are closed.

«
»

↑ Back to Top