E363 - Current & Critical - Scott Tillema, The Art of Negotiations - From a Skilled Hostage Negotiator
“If you don’t have a walk-away position, you are not negotiating. This is not a negotiation; this is a hostage-taking.”
The number one key to successful negotiations? Avoid imposing your views and respect the autonomy of the other party. Scott showcases crucial negotiation techniques, shedding light on discerning one's interests, creating a strong position, identifying a clear walk-away point, and how to ask probing questions to decipher the other party's intentions. You’ll also get first-hand insights into some failed and successful negotiations Scott has been part of, demonstrating the need for curiosity and an open mind to arrive at the best solution for everyone.