The act of listening is a skill that is frequently overlooked, however, it is of utmost importance in all professions. Active listening is a skill we should develop not because of what people can offer us, but because we owe it to everyone. In current times, we have been starved of the genuine act of listening. With the fast-paced nature of life, we make up the excuse that we don’t have time to intentionally listen…
3-D Negotiations
When you look beyond the win-win and win-lose mentality of negotiation, it becomes clear there are multiple dimensions that make up the skillset. In order to be successful in the practice of negotiation, it is necessary to understand what goes on beneath the surface. David Lax, co-author of 3-D Negotiation explains that it is very common for people to spend all of their time and energy focusing on surface-level negotiation tactics. For example, in the…
Influence in Negotiations
Stalling for Time is the riveting memoir of Gary Noesner, the first chief of the FBI Crisis Negotiation Unit. Hostage negotiation was a budding discipline when Noesner was starting his career with the FBI in 1972 and was something he was interested in learning and wanted to “become good at.” For Noesner, negotiation became a skill to be honed and developed over his 30-year career and he worked to learn from every human interaction he…
Negotiating International Trade
When approaching the topic of negotiation, it can be challenging to understand how it is practically applied to international trade. Not only do negotiation and politics coincide, negotiation lays the framework for much of what goes on behind the scenes of international trade deals. On the March 4th episode of Negotiations Ninja, Hampton Dowling, Managing Partner of The HCB Group, explains how negotiation is present within all political activity. “Negotiation is at the center of…
Developing Negotiation Skills
As an entrepreneur, you may be asking yourself the question, “Why should I develop my negotiation skillset?” This is a fair question, especially with the constant focus on scale and growth the entrepreneurial mindset demands. Although, as Samuel Dinnar explains in this episode of Negotiations Ninja, the ability to negotiate is an essential tool in an entrepreneur’s toolbox. In fact, negotiation is present in all aspects of entrepreneurship. To put it simply, entrepreneurs have to…