In this episode, negotiation strategist Christine McKay and host Michael Reddington delve into the intricate world of negotiations and the importance of building relationships. They discuss the power of empathy, transparency, and strategic process management in achieving mutually beneficial outcomes. McKay shares her expert insights on controlling emotions, evaluating behavior, and the significance of contracts in negotiation. Don't miss out on the opportunity to unlock the secrets to effective negotiation strategies with Christine McKay.
Timestamps:
- (04:02) Introduction of a new product that visually represents contracts for easy risk assessment.
- (09:03) Importance of having a negotiation process: saves time, generates revenue, crucial when dealing with large companies.
- (14:22) Strategic value and leverage created by negotiation process and control; importance of not giving up too soon.
- (16:18) Key aspects of negotiation: listening, adapting, transparency.
- (24:07) Effective negotiators create room for exploration and reflection.
- (37:15) Plan to move production to new plant, add a 3rd shift to existing plant.
- (42:11) Negotiation is about connecting with people, showing empathy, and finding solutions beneficial to all.
- (46:06) Not relying on body language to detect lies, but paying attention to microexpressions.
- (49:53) Understanding others' reactions is more important than determining if they're lying, as it provides strategic intelligence for effective communication.
- (54:24) Importance of understanding contract details like payment speed, margin, and potential impact on strategy.
- (01:00:00) Appreciation for Christine's great ideas and three-step process. Links to book, website, and podcast included. Thanks to all listeners and sponsors.
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