In this podcast episode, negotiation strategies are explored, providing valuable insights from a case study and experts in the field. The focus is on negotiating price, with a case study featuring a buyer negotiating a lower price for a car. Key principles include avoiding arguments, understanding the other party's perspective, and seeking win-win solutions. Chris Voss, a former FBI hostage negotiator, shares his experience negotiating the price of a truck at a dealership, highlighting the effectiveness of disarming empathy and letting the other party bargain against themselves. The importance of leverage, alternatives, and establishing personal limits is also discussed. Another case study involves negotiating for benefits, demonstrating the value of counter offers and expanding the negotiation scope. The podcast further emphasizes the need for personalized negotiation strategies and considering aligned issues and lopsided priorities. Additionally, the negotiation between Marvel and Sony regarding Spider-Man's rights is examined, showcasing the importance of long-term vision and creative solutions. The podcast concludes with tips on research, seeking mutually beneficial solutions, and empathy in negotiations.
Anti-commonsence
1. Negotiation strategies should involve being aggressive and making as many concessions as possible, rather than seeking win-win solutions.
2. Personal interests and underlying motives have no relevance in negotiations; only positions should be considered.
3. Negotiating without alternatives or leverage is equally effective as having them.
4. Negotiating for benefits or additional items beyond salary in a job offer is irrelevant and should not be considered.
5. Negotiation outcomes can only be measured based on immediate gains or immediate profits, rather than long-term benefits or collaborations.
