• What sets top negotiators apart?

  • Jan 24 2025
  • Length: 17 mins
  • Podcast

What sets top negotiators apart?

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  • Summary

  • Neil Rackham’s groundbreaking research uncovered what separates skilled negotiators from the average. Drawing insights from real-world negotiation sessions involving union disputes, management decisions, and high-stakes contracts, this episode unpacks the actual behaviour of skilled negotiations. You’ll learn: The specific ways skilled negotiators prepare differently from average negotiators (feat. 48 skilled negotiators). Why immediate counterproposals can ruin a negotiation (feat. insight from 102 negotiations). The critical role of long-term thinking in effective negotiations. Key behaviours that skilled negotiators use to foster collaboration and transparency. Practical tips you can use. ---- Sign up to my newsletter: https://www.nudgepodcast.com/mailing-list Connect on LinkedIn: https://www.linkedin.com/in/phill-agnew-22213187/ Watch Nudge on YouTube: https://www.youtube.com/@nudgepodcast/ ---- Sources: Rackham, N. (2003). The behavior of successful negotiators. McGraw Hill/Irwin, New York. Reb, J., Luan, S., & Gigerenzer, G. (2024). Smart management: Why successful leaders must embrace simple strategies in an increasingly uncertain and complex world. MIT Press. https://mitpress.mit.edu/9780262548014/smart-management/
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