This week my Guest is Gary Gorman, he is a business owner, podcast host, and training specialist. He is a negotiation expert and trains sales teams to agree better deals, contracts, and prices.
This week we discuss some of the differences and similarities between corporate and hostage negotiation. Listen to a informal discussion around some of the key aspects of negotiation and how they overlap in these two disciplines.
- 01:57 Gary quotes Julie Andrews as he introduces some of the key things to consider in commercial negotiation
- 06:57 Scott starts to look and explore the emotional aspects of the negotiation process
- 08:07 Gary agrees that the use of emotions can be positive in moving the negotiation forward
- 08:44 Gary explains the use of flinching to gauge a proposal
- 09:34 Scott introduces the concept of the Mood Meter and how it can help in assessing the emotional energy in the negotiation process
- 10:34 Keep negotiation moving and maintain patience, don’t go straight to solving. Gain a deeper understanding
- 12:09 Keeping an open mind and being ferociously curious
- 12:57 Gary explains extrinsic and intrinsic drivers for commercial negotiation
- 14:58 The solution may be different, but the desired outcome remains the same
- 15:50 Listening to more than the words – fishing for the emotional hooks
- 20:40 The importance of building trust
- 21:16 Some of the rules of influence are explored
- 22:19 The concept of mutual gain
- 25:42 We explore the importance of outcomes and risks involved and the immediacy of risk in hostage negotiation
- 27:33 Never in the world has telling someone to calm down ever calmed anyone down
- 27:58 The importance of language
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Gary’s Website: https://www.garygorman.co.uk/
Scott’s Website: https://theinnovatecrowd.com
If you want to get involved and share your How Might We…? question then drop me an email scott@theinnovatecrowd.com
