Apr 18, 2024
When the pressure's on and every word counts, what's your move?
That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.
Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or boardroom ballet.
He uncovers why a one-size-fits-all approach can lead to disaster, and how recognising your 'negotiation tribe' is crucial to mastering the art.
From dissecting the perils of 'splitting the difference' to unearthing the power of tactical empathy, we explore why these tactics have their place and how misusing them can backfire spectacularly.
We also lay out the blueprint for negotiation success, be it face-to-face or screen-to-screen.
Discussing the psychological edge of BATNA, the intricate dance of CRM negotiations, and even the physicality of a desk-slap tactic, we cover it all.
As we discuss these strategies, we reveal the importance of authenticity, preparation, and reading beyond words—skills that are ever so critical in a world where a handshake is often replaced by a screen swipe.
Tune in and discover the secrets of negotiation with this seasoned professional!
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(0:00:00) - Crisis vs Business Negotiations
Mike differentiates crisis and business negotiation, highlighting emotional challenges and the importance of seeking expertise.
(0:04:15) - Business Negotiation Techniques and Strategies
Nature's negotiation tactics in crisis and business, limitations of 'splitting the difference', tactical empathy, and understanding intention behind techniques.
(0:14:46) - Negotiation Techniques and Strategies
Authenticity and preparation are crucial in negotiations, considering BATNA, CRM scenarios, crisis negotiation, and tactical approaches.
(0:25:34) - Negotiation Strategies and Body Language
Virtual vs. in-person negotiations, leveraging technology, reading reactions and body language, setting a baseline for truthful responses, and the impact of physical expressions.
Connect with Mike
LinkedIn: https://www.linkedin.com/in/negotiatormike/
Website: https://negotiationtraining.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube