It feels disingenuous. That will do that but it felt disingenuous. How do you become a keynote speaker? I knew it was going to be a problem or whatever.
I kept that to myself. What do you think? That is not going to fly. We want to know the sources of the Uzi. Who did you hear that from? I first got exposed to the world of negotiation, how much of a science and a discipline it is way back in I went to this Karrass Seminar on negotiating. Have you heard of this?
It was some of the founders and the pioneers of teaching negotiation. I learned about it from a full-page ad in one of the airline flight magazines. I need to know how to negotiate. I learned how to lean back in my chair and puff up my cheeks and looked exasperated like a fish. I forget the exact name for this, but it was like a fish expression or whatever that they taught.
Negotiate Like a Boss with Chris Voss
We better reel this back in. The ancestry, if you will of our profession, it was inspired by a lot of ideas from a book called Start With No by Jim Camp. It came out about Camp was a very practical guy. I collaborated with Camp. I did some business with him. I want you to coach me. How much is it to coach me? If you believed in the methodology, you should be willing to coach and put himself on the line with the player.
Put yourself on the line. How much coaching do you do? We talk about it in the book a little bit. If they saw everything you did and everywhere you came from, they should because they will eventually anyway, if you have any long-term relationship with them. How are you going to maintain a relationship if you lie?
Feigned anger in my view is the equivalent of lying. People talk about it because strategic umbrage in false situations has been demonstrated to help make deals and pretend negotiations. For an academic study, typically they have to run simulated negotiations so they can control all the factors. They are never going to have to implement the deal ever. Anger is a nuclear waste and it poisons relationships.
We got some seething tit for tat going back and forth on both sides.
Negotiate Like a Boss in Under 45 minutes
Are there any theatrics or ways of positioning your body posture or whatever that are legitimate and do work in your opinion? What about mirroring and matching? What if somebody is crossing their right leg and so you cross your right leg, is that legitimate, is that manipulative or not an integrity? One is genuine and the other is a lie. Some physical mirroring and matching are going to happen if we get into sync. The last thing I want to do is inadvertently look like the hustler or the con artist. What things do people do in negotiations that inadvertently inflame, break rapport or create a lot of resistance?
The tone of voice can be problematic. Your inner voice is going to betray your outer voice. You have to be careful about it because if you ask me a question and the answer is no. We have to be careful whether or not our inner voice betrays our outer voice. There are three basic types. If somebody wants to dig a lot deeper, of course, they need to read your book. Your book is amazing. I constantly recommend it. I have oftentimes said to people, not only do I recommend it but is the best business book I have read in the last several years.
Thank you very much. It was a team effort. Tahl Raz is a brilliant writer. My son was heavily involved. What if people wanted to take it to a whole other level beyond reading the book? They wanted to get trained by you and your team, maybe even coach, do you offer coaching? We offer it all and the gateway to everything that we have actually. We put out a once a week newsletter. It comes out on Tuesday mornings. The newsletters called The Edge.
The simplest way to sign up for the newsletter is to send a text message, text to sign up function. The message you send is FBIEmpathy and send to Plus, it will take you to our website. There are training announcements in there. The website is BlackSwanLtd. The quickest way to get there is via the newsletter. A lot of people are getting a long way off the free content that we put out there. We rarely coached anybody longer than ten days.
The emotional intelligence approach is a great time hack. Thank you so much, Chris. This is amazing. Take care. Doing this will give them more clarity and make better decisions. Whatever you did count as experience. But the bigger question is how did you graduate while in a coma? When you negotiate, the power of choice becomes yours. You decide on your salary. You decide if you want to join the company. Once you let the company make the decision, why would the company pay you more? They are running a business and you are a cost.
They would always choose the most cost-effective entity; the best bang for their buck which is paying you the lowest possible. In simple terms when you let your company decide you are saying, yes I will let a company that has none of my best interest decide my compensation.
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For response 1 and 3, you can request for more compensation after an unofficial offer is given to you. Usually, the hiring manager will need to get approval from the director or CEO to give you more compensation.
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The period during when the unofficial offer is given is when you can most likely negotiate for more. A great story that I read about getting paid for your experiences. A rich woman came to Picasso one day to get her portrait painted. Picasso took 10 minutes to complete the painting and requested 10 coins. The rich woman was upset and asked Picasso why you charge me twice the market rate and only took 10 minutes to complete the painting.
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