Feb 15, 2019
Dan Neumann is excited to bring you another fantastic
colleague of his on today’s show — Mike Cooper! Mike has an
extensive background in negotiation and experience with
restructuring bank deals, brokerages, negotiating property sales,
and managing a bunch of sales folks. After a long and successful
career leading software organizations, Mike now focuses entirely on
technology consulting and is a Senior Cloud Technical Architect at
AgileThought.
In this episode, Mike takes Dan through the
foundational elements to ethical negotiating and gives his tips and
techniques on how to generate positive, win/win outcomes. He
explains what ethical negotiating is and how it is different from
the regular, political negotiating, as well as general problems
that may arise during ethical negotiation.
Key Takeaways
What is ethical negotiating?
- Based upon the concept that if an organization is
going to do a deal, it’s going to be a win/win deal or there’s
going to be no deal at all
- Structured around mutual problem solving and
long-term relationship building
- Meant to solve problems when there’s a conflict and
often is fun and involves a lot of creativity
- Foundational elements to successful ethical
negotiating:
Start by focusing on the people; not the problem
- You want to work together; on the same side of the
table with your “adversary”
- Slow down and spend time talking and understanding
the people
- Remove the time pressure and think of things in the
long-term
- Generate a lot of options (usually the first option
is not the best)
- True collaboration leads to a win/win solution for
the shared problem
- Reschedule and take personal time if you feel you
are freezing under pressure
- Walk away from a deal where you’re not set up for a
win/win
- Plan before your negotiation session, do your
homework, and bring some options to the table initially
Problems that can arise in negotiating:
- If you feel rushed you may skip generating a lot of
options
- Freezing under pressure from conflict or time
strains
- You can’t feel like a winner unless you’ve put your
issues on the table, too
- You will get pushed around if you keep caving in
negotiating (which also leads to a poor long-term relationship,
too)
Mentioned in this Episode:
Mike Cooper
(LinkedIn)
Mike Cooper’s Book Picks
Getting to Yes: Negotiating Agreement Without Giving In,
by William L. Ury, Roger Fisher,
and Bruce M. Patton
The Laws of Human Nature, by Robert Greene
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