416: How to Negotiate When Others Have Power, with Kwame Christian
Coaching for Leaders
Dave Stachowiak
4.8 • 1.6K Ratings
🗓️ 24 June 2019
⏱️ 39 minutes
🧾️ Download transcript
Summary
Kwame Christian: American Negotiation Institute
Kwame Christian is a business lawyer and the Director of the American Negotiation Institute. His TEDx Talk, Finding Confidence in Conflict, was the most popular TED Talk on the topic of conflict of 2017.
Today, he’s working extensively with procurement departments within companies to help them make better deals. Kwame hosts the top negotiation podcast, Negotiate Anything and is the author of the book Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life*.
In this conversation, Kwame and I discuss walking into a negotiation situation when someone else has more leverage, power, or authority. Yes, there are still many things you can do to influence a positive outcome for both parties — and we detail several practical actions almost anybody can take.
Key Points
- Preparation before entering into negotiation is essential. Research supports that you will do better, even if the tables are tilted to one side.
- Finding what is publicly available about the other party before you go into a conversation can be very useful to both parties.
- Our tendency is to give things away before we are even certain the other party wants them.
- Your self-awareness and emotional state are key to acknowledge going into negotiation. Beware feeling too positive about the potential outcome.
Resources Mentioned
- Kwame’s Ultimate Negotiation Guide
- Negotiate Anything podcast
- Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life* by Kwame Christian
- Thinking Fast and Slow* by Daniel Kahneman
Book Notes
Download my highlights from Finding Confidence in Conflict in PDF format (free membership required).
Related Episodes
- Negotiating As If Your Life Depended On It, with Chris Voss (episode 262)
- Negotiation Tactics for Results, with Kwame Christian (episode 311)
- Enhance Your Self-Awareness, with Daniel Goleman (episode 353)
Discover More
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Transcript
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| 0:00.0 | Negotiations are tough for most of us and they're especially challenging when we go into them, |
| 0:05.5 | knowing that the other side has the advantage. |
| 0:08.2 | On this episode, how to negotiate when the other party has power. |
| 0:12.3 | This is coaching for leaders episode 416. |
| 0:16.0 | Produced by Innovate Learning, |
| 0:19.0 | Maximizing Human Potential potential. and I'm your host, Dave Stahoviac. |
| 0:33.0 | Leaders aren't born. |
| 0:34.8 | They're made, and this weekly show helps you |
| 0:37.1 | discover leadership wisdom through insightful conversations. |
| 0:42.0 | All of us find ourselves in the situation of needing to negotiate. |
| 0:47.0 | It's one of the reasons we've talked about this many times on the show before, |
| 0:52.0 | and of course we also find ourselves in the situation where the person |
| 0:55.6 | we're negotiating with, regardless of context, has more leverage, power, or authority. |
| 1:02.3 | It's a tough situation to be in and yet it is a reality we all |
| 1:06.3 | navigate at least occasionally. I'm so glad to welcome back to the show today. |
| 1:10.2 | Kwame Christian is going to help us to figure out some really practical ways to handle this |
| 1:16.8 | tough situation. |
| 1:17.8 | Quame is a business lawyer and the director of the American Negotiation Institute. His TEDX Talk, finding confidence in conflict, |
| 1:25.6 | was the most popular TED Talk on the topic of conflict in 2017. |
| 1:31.0 | He's working extensively today with procurement departments within companies to help them make better deals. |
| 1:37.0 | Kwame hosts the top negotiation podcast, Negotiate anything, and is the author of the book nobody will play with me how to find |
| 1:45.2 | confidence in conflict quame it is always a pleasure to talk to you sir |
... |
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