THE HIGH PERFORMANCE LAB

 

ACTIONABLE IDEAS TO HELP YOU UNLOCK YOUR POTENTIAL TO MAXIMISE PERFORMANCE & BUILD HIGH-STAKE CONVERSATION SKILLS

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2020: Dream - Focus - Stay on Track

 

We are increasingly reactive in our lives.

Too many distractions.

Too many pressures.

Too much information.

Too many trees in our view to get the perspective onto the entire forest. 

Very few people deliberately think:

  • where they are right now,
  • where do they want to get,
  • what is that first most difficult, but vital (may be tiny) first step.

Every day people succumb...

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On E-mail Negotiations

 

THE IDEA IN BRIEF

  • We negotiate via e-mails more often that we even realise.
  • E-mail creates a distance - physical and temporal - between negotiators. This has both advantages and drawbacks.
  • E-mail negotiation reduces cognitive and emotional pressures...if we approach this correctly. The key thing is to fight the impulse of immediate response. If the mindset is right, this is a great...
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'Opening' & 'Closing': How to Probe for Information

 

IDEA IN BRIEF

  • Two mindsets are critical for a master negotiator. First, you need to really embrace the mantra: “negotiation is information game” and understand that information collection doesn’t stop until the negotiation is done.  Second, you need to be aware of what is happening at the negotiation table. You should notice even the tiniest details.

  • A...

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"Final Offer" 1984: a Negotiation Movie

 

Movie time! For some time Inside Negotiator’s Lab team has been asking for ideas about which film on negotiations to watch. Here is the one for you to consider. "Final Offer" by Sturla Gunnarsson and Robert Collison was released in 1985. It is a treasure of insights about dos and don’ts in complex, high-stake, high-pressure negotiations.

Click HERE to watch the...

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"My Way or The Highway". How to Handle Ultimatums

 

 

THE IDEA IN BRIEF

  • First, we need to determine why they are making an ultimatum. Preparation and negotiation analysis aid in this as well as investigative negotiation approach at the table.
     
  • There are 4 broad categories of reasons: they are genuinely at their indifference point; they are bluffing to test your limits; they don’t like you or something in the negotiation...
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Mugs, Status Quo Bias & Negotiations

 

 

THE IDEA IN BRIEF

  • In termination negotiations many employees prefer to stay with the company for 2-3 months doing their jobs for their regular pay. If this is offered by default, employees rarely request immediate termination with compensation (which most companies are ready to give), although typically this is in their best interests. This may be explained by bias of human...
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Fairness, Ultimatums, and Negotiations

 

THE IDEA IN BRIEF

  • The Ultimatum games demonstrate that fairness plays an immense role in negotiations.
  • Lack of perceived fairness may easily kill a plausible deal. People walk away from the deal better than their best alternatives, if they believe that the offer is unfair.
  • Fairness is as important with respect to the offer as it is with respect to the process. Human beings value...
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How to Use the Power of Reciprocity in Negotiations

 

THE IDEA IN BRIEF

  • Reciprocity (one should repay in kind what was given) is the fundamental psychological principle underlying the concession-for-concession mechanism, and concession is the cornerstone of haggling - the core give-and-take process at the negotiation table.
  • The most recommended resource is Dr. Robert Cialdini's "Influence: The Psychology of Persuasion". A timeless classic....
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Behavioral Science & Negotiations: Two Core Insights for Influence

 

SUMMARY

  • Behavioral science is an emerging field of research at the intersection of economics, psychology and neuroscience. It seeks to understand human behaviour and how to change it. Most recently, two key practitioners received Nobel Prize Awards for their achievements in behavioural science. 
  • Most people think that they control their behaviour, and often they do. But not always....
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