Negotiation isn’t just about what happens at the table. It’s also about how everyone feels afterwards.
In episode 294 of the Think Fast Talk Smart podcast, host Matt Abrahams talks to Stan Christensen, a professional negotiator with a different approach to negotiation. Stan has practiced and taught negotiation for his whole career, even teaching a very popular negotiation course at the Stanford Graduate School of Business. Stan is also the host of the All Things Negotiation podcast and his insights will challenge everything you think you know about negotiating.
In this episode, you will learn that:
• We’re always negotiating 24/7 without realizing it.
• Successful Negotiation is about asking the right questions
• The way you enter a negotiation shapes its outcome
• Slip-ups in negotiations are not the end of the world
• Attorneys ALWAYS make ONE critical error during negotiations..
Everything you think you know about negotiation has only been holding you back. It’s more about relationship management than winning a game Hopefully, this episode gives you a new perspective on negotiation that will permanently change the lens through which you see the conversations in your life.
Key Quotes
• "We have classes in public speaking. What we probably should do is have a class in public listening." - Stan Christensen (04:30)
• "In every negotiation, you are my teacher — and I can learn things that help us both work together to expand the pie rather than just advocating." - Stan Christensen (10:29)
Chapters
00:00 Introduction
00:45 What is Negotiation?
02:52 How to Ask Questions
06:30 Handling Emotions
08:58 Using Presence
11:10 Framing the Negotiation
13:28 Preparing to Negotiate
16:35 Lean Into Surprise
17:30 Lessons from “All Things Negotiation”
19:34 Matt’s 3 Questions
25:05 Conclusion
Relevant Links:
Stan Christensen: https://www.fastersmarter.io/guests/stan-christensen/
Stan’s podcast, All Things Negotiation: https://www.youtube.com/watch?v=zA6o4BJfXls
Episode References:
https://www.fastersmarter.io/15-the-art-of-negotiation-how-to-get-more-of-what-you-want/
https://www.fastersmarter.io/204-tough-talks-turn-tension-into-trust/
Connect with us:
Premium Signup: https://www.fastersmarter.io/premium/
Email Questions & Feedback: hello@fastersmarter.io
LinkedIn: (https://www.linkedin.com/company/think-fast-talk-smart/)
Instagram (https://www.instagram.com/thinkfasttalksmart/)
YouTube (https://www.youtube.com/@ThinkFastTalkSmart)
Matt Abrahams on LinkedIn (https://www.linkedin.com/in/maabrahams//maabrahams)