The Art of Negotiation: mind games and emotional intelligenceThe Art of Negotiation: mind games and emotional intelligence
All In The Mind
This episode was first broadcast in September 2022. You might not think of yourself as a negotiator but big or small we all negotiate daily. Getting better at it could make your life easier. So what's the most effective way to negotiate? Is playing hardball ever a useful strategy? And what do you do when you're at a power disadvantage?
30:00•22 Jan 2023
Negotiation Tactics: Emotional Intelligence and Power Dynamics
“People do business with people they like, and so I'm sensing that's what your friend's friend is doing is getting people to kind of relate to him in a certain kind of way.”
Ever felt like you’re out of your depth in a negotiation? Whether it’s haggling over a car price or trying to get your kids to do their homework, negotiation is a skill we all need. In this episode of 'All In The Mind', the spotlight is on the art of negotiation, featuring experts who share their wisdom and real-life experiences.
From the historical Battle of the Tables during the Vietnam War to modern-day boardroom tactics, this episode is packed with fascinating insights. Host Lynne Malcolm talks to former hostage negotiator George Kohlreiser and Jeffrey Michaels from The Barcelona Institute Of International Studies, who reveal their secrets to successful negotiations. You'll also hear from Barbara Keyes, a professor of history at Durham University, who provides a historical backdrop that enriches our understanding of negotiation strategies.
The episode dives into the importance of knowing your BATNA (Best Alternative to a Negotiated Agreement) and how to handle power imbalances during negotiations. Emotional intelligence is highlighted as a crucial element for success, making this episode a must-listen for anyone looking to sharpen their negotiation skills. So, if you’ve ever wondered how to turn the odds in your favor, tune in for some practical tips and eye-opening stories.
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