What secrets do expert negotiators use to transform conflicts into win-win situations?

Andres Lares, Managing Partner of the Shapiro Negotiations Institute, joins us to share his wealth of negotiation experience in this episode. We explore the transformative power of empathy and emotional intelligence in achieving successful outcomes, as Andres emphasizes the importance of considering the other party's needs and transforming negotiations into collaborative efforts. By focusing on curiosity and the art of asking the right questions, we uncover strategies to build rapport and gather valuable insights, ultimately ensuring both parties walk away satisfied.

We also talk about strategic collaboration, examining the dynamics between sales and procurement using models like the Kraljic matrix. We get into the importance of preparation and ethical conduct, discussing how understanding your BATNA can enhance leverage without sacrificing integrity. Through engaging examples, Andres also highlights the significance of trust and transparency.

Topics covered during this episode include:

• How empathy and emotional intelligence will enhance your negotiation skills.
• Why considering the needs of both parties is required for collaborative agreements.
• How curiosity and strategic questioning build rapport and gather insights.
• Why strategic collaboration is vital in sales and procurement relationships.
• How the Kraljic matrix and Thomas-Kilmann model can be used to respond to conflict.
• Why preparation and curiosity are key to successful negotiations.
• How trading variables avoids fixed-sum scenarios and facilitates win-win outcomes.
• Why transparency and avoiding false deadlines are crucial for ethical negotiations.
• How leveraging BATNA influences negotiation power and confidence.
• Why building strong relationships is essential for resilience in market challenges.
• The PAID acronym that Andres used to guide preparation in negotiations.
• How negotiating ethically prevents eroding trust and maintains long-term relationships.
• Why understanding counterpart's alternatives is important for negotiation strategy.

Enhance your negotiation leverage and ethical standards by exploring the valuable insights shared in this conversation with an absolute expert!

Andres Lares on LinkedIn: https://www.linkedin.com/in/andreslares/