#10: Mark Raffan, Negotiation Expert - Dominate Your Next Negotiation
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This episode of the Performance Initiative Podcast with Dr. Grant Cooper and Dr. Zinovy Meyler engages with expert Mark Raffan on the art of negotiation. The hosts explore the psychological aspects of negotiation, the role of perceptions, methods of persuasion, and structuring sentences to influence responses. Mark Raffan shares critical insights into maintaining a strategic approach to negotiation, focusing on understanding what constitutes a 'good deal,' and emphasizes the need for adaptability and a polite and courteous approach. External factors like decision fatigue and the setting of the negotiation are also discussed. Mark started his company Negotiations Ninja, which has brought together a team of leading experts in negotiation, persuasion, influence, and conflict resolution to ensure that it develops and delivers the most engaging training available. (00:00) Introduction(01:13) The Role of Persuasion and Influence in Negotiation(02:02) The Importance of Defining a Good Deal(02:09) The Start of a Negotiation: A Practical Example(06:24) The Importance of Planning and Strategy in Negotiation(14:51) Understanding the Role of Concessions in Negotiation(22:28) The Power of Voice and Body Language in Negotiation(35:23) The Importance of Communication Medium in Negotiation(38:04) The Power of Communication: Shaping Responses(39:19) Calibrating Your Approach: Voice, Sentence Structure, and Appearance(39:33) Adapting to Your Audience: Dressing for Success(43:20) Playing Different Characters in Negotiation(52:11) The Art of Manipulation: Using Heuristics in Negotiation(01:02:19) The Impact of Decision Fatigue in Negotiation(01:08:57) Manipulating Physical Space in Negotiation(01:13:50) The Power of Silence in Negotiation(01:16:17) Closing Remarks and Final ThoughtsMark Raffan's company - Negotiations Ninjahttps://negotiations.ninja/Performance Initiative Social & Website:YouTube: https://www.youtube.com/channel/UCKPNCI1-HBSZmiHNAlAjiIwWebsite: https://www.performanceinitiativepodcast.com/Instagram: https://www.instagram.com/performanceinitiativeTikTok: https://www.tiktok.com/@performanceinitiative