Podcast appearances and mentions of William L Ury

Your sales strategy gives you direction and frees up mental bandwidth, so don't undervalue the importance of strategic planning before negotiations start.  In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty's interests, and the power of active listening in shaping successful negotiation outcomes.  We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.  Outline of This Episode (00:00) Introduction to Susan Borke (06:14) Effective Negotiation Preparation Strategies (09:44) Embrace Diverse Perspectives in Sales (12:22) Understanding Clients' Perspectives in Negotiations (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics (19:39) Negotiating Job Title and Staffing (21:07) Do Your Research and Determine Whether What You're Offering Fits Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Connect with Susan Borke Susan Borke on LinkedIn  BorkeWorks  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Vous avez envi de demander une augmentation à votre patron, mais ne savez pas comment faire ? Vous allez signer un CDI dans une entreprise et voulez évoquer votre salaire lors du rendez-vous sans stresser ? Cet épisode, en utilisant un mélange de divers outils des épisodes précédents, vous apporte une stratégie concrète que vous pourrez appliquer dès demain pour obtenir une augmentation de salaire loyalement, sans mentir et tout en reforçant le lien de confiance entre vous et votre employeur. Alors à vos notes, prêts, partez ! Références : - Belfort, Jordan. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success. Simon and Schuster, 2017. - Fisher, Roger, William L. Ury, and Bruce Patton. Getting to yes: Negotiating agreement without giving in. Penguin, 2011. - Daniel, Kahneman. Thinking, fast and slow. 2017. - Pink, Daniel H. To sell is human: The surprising truth about moving others. Penguin, 2013. L'art du mentaliste, un podcast animé par Taha Mansour et Alexis Dieux, musique par Antoine Piolé. Retrouvez Taha Mansour : - Son site : www.tahamansour.com - Instagram / Facebook : @TahaMentalisme Retrouvez Alexis Dieux : - Son site : https://www.alexisdieux.com/ - Instagram : @alexisdieuxhypnose

Negotiation is a critical skill for small business owners, and mastering it can mean the difference between surviving and thriving. Books referenced in this episode: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz

Un des outils les plus puissants et plus simple pour influencer les autres : la réciprocité ! Dans cet épisode, nous explorons cet outil qui a été théorisé par Robert Cialdini, et nous voyons comment vous pouvez l'appliquer dans votre vie quotidienne pour déjouer un conflit, mieux négociation et créer plus de collaborations autour de vous. Références : - Robert, Cialdini. "Influence et manipulation." Paris, First-Gründ (2004). - Fisher, Roger, William L. Ury, and Bruce Patton. Getting to yes: Negotiating agreement without giving in. Penguin, 2011. L'art du mentaliste, un podcast animé par Taha Mansour et Alexis Dieux, musique par Antoine Piolé. Retrouvez Taha Mansour : - Ses spectacles : L'effet Papillon : https://www.billetreduc.com/326581/evt.htm La mystérieuse histoire de Thomas Polgarast : https://www.billetreduc.com/275400/evt.htm - Son site : www.tahamansour.com - Instagram / Facebook : @TahaMentalisme Retrouvez Alexis Dieux : - Son site : https://www.alexisdieux.com/ - Instagram : @alexisdieuxhypnose

Blaine Donais joins me to talk about a different definition of “conflict”. Blaine suggests that conflict is a perceived injurious event. We break down the three parts of that phrase and what they mean in practice, particularly in the workplace. Blaine mentions some excellent resources that inform his work:“The Emergence and Transformation of Disputes: Naming, Blaming, Claiming”, article by Bill Felstiner, Rick Abel, and Austin Sarat"Social Conflict: Escalation, Stalemate, and Settlement", book by Dean Pruitt, Jeffrey Rubin,and Sung Hee Kim"Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict", book by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg"Designing Conflict Management Systems: A Guide to Creating Productive and Healthy Organizations", book by Cathy A. Costantino and Christina Sickles Merchant"Difficult Conversations: How to Discuss What Matters Most", book by Douglas Stone, Bruce Patton, and Sheila HeenTo contact Blaine and learn more about his work, visit: Workplace Fairness International, https://workplacefairness.ca/ .Blaine's June 6, 2024, online roundtable breakfast presentation for the Greater New York Chapter of the Association for Conflict Resolution is “The EvolvingWorld Of Workplace Conflict Management”. Register for free here:https://acrgny.org/event-5727648. Later, you can access his presentation (and many others) in the ACR-GNY roundtable archives, here: https://acrgny.org/RTB-Videos. Do you have comments or suggestions about a topic or guest? An idea or question about conflict management or conflict resolution? Let me know at jb@dovetailresolutions.com! And you can learn more about me and my work as a mediator and a Certified CINERGY® Conflict Coach at www.dovetailresolutions.com and https://www.linkedin.com/in/janebeddall/.Enjoy the show for free on your favorite podcast app or on the podcast website: https://craftingsolutionstoconflict.com/  And you can follow us on Twitter @conflictsolving.  

Une augmentation, une négociation à la banque ou encore réussir à vous mettre d'accord sur le film à regarder avec votre compagnon : notre vie est remplie de moments de négociations. Souvent ces moments se terminent par un compromis, qui ne rends service à personne. Et s'il y avait moyen de faire autrement ? Dans cet épisode, nous plongeons dans la négociation raisonnée, une stratégie de négociation développée Harvard pour vous permettre d'atteindre vos fins malgré le conflit avec la personne en face. Un épisode qui vous rendra vainqueur ! Références : - Fisher, Roger, William L. Ury, and Bruce Patton. Getting to yes: Negotiating agreement without giving in. Penguin, 2011. - Voss, Chris, and Tahl Raz. Never split the difference: Negotiating as if your life depended on it. Random House, 2016. - Klein, Pauline, and Olivier Bettach. Voilà ce que j'aurais dû dire!: 170 vidéos et exercices pour avoir de la répartie et s' affirmer. Editions Eyrolles, 2015. - Cialdini, Robert B. Influence. Influence At Work, 2003. L'art du mentaliste, un podcast animé par Taha Mansour et Alexis Dieux, musique par Antoine Piolé. Retrouvez Taha Mansour : - Ses spectacles : L'effet Papillon : https://www.billetreduc.com/326581/evt.htm La mystérieuse histoire de Thomas Polgarast : https://www.billetreduc.com/275400/evt.htm - Son site : www.tahamansour.com - Instagram / Facebook : @TahaMentalisme Retrouvez Alexis Dieux : - Son site : https://www.alexisdieux.com/ - Instagram : @alexisdieuxhypnose

Today on the #laidofflife podcast, we're shaking things up with our guest, seasoned sales executive and recent new hire, Molly Dotson. In March, Molly Dotson wrote a post celebrating her birthday and the successful end of a difficult six-month job search after experiencing a layoff. Her post became one of the top trending LinkedIn posts in the job search category. You can find her post here: Molly's Job Search Post People were inspired by her positive and authentic message that read and highlighted her job search journey: 'Job seekers, IYKYK, but for everyone else, I'll paint a picture.' The post was a great summary, but the true riches were found two clicks below the surface, and today, Molly is bringing us an innovative way to look at the job search using a familiar framework applied brilliantly within a different context. Discover brand new #landmines and #goldmines that WORK when it comes to networking, interviewing, and converting interviews to offers. Including a demo that Molly prepared for listeners, demonstrating one of her tools and one of her unique processes to accelerate and elevate the job search process. Watch Video  So lets stop the insanity and start thinking about how to do things differently for a better result. Contact Information: Molly Dotson: Molly Dotson | LinkedIn Kelsey Waldrop: Kelsey (Dues) Waldrop | LinkedIn  www.KelseyWaldrop.com   Additional Reading Recommendations: Influence, New and Expanded: The Psychology of Persuasion, by Robert B. Cialdini https://a.co/d/gRpvJDr How to Win Friends and Influence People, by Dale Carnegie https://a.co/d/gRpvJDr Getting to Yes, Without Giving In, by  Roger Fisher, William L. Ury, Bruce Patton  https://a.co/d/9ntAiA2  

Az evosoft és az Onlife bemutatja: A hatalom törvényei. Az Onlife Pódium 2. epizódja, most podcast formában is elérhető.A tartalomról — Hatalom: a modern nyugati világ mocskos kifejezése. Elkenjük, tagadjuk, tiltjuk. Száműzött kifejezés lett belőle, vezetői tréningeken és képzéseken harapni lehet a csendet, ha szóba kerül. Az evosoft támogatásával most megtörjük ezt a csendet. Az Onlife Pódium 2. epizódjában közel 1,5 órában nézzük végig a hatalom 7 törvényét. Szeretném, ha az előadás végére több hatalmat akarnál – és azt meg is kapnád. A videó elkészítésében partnerünk az evosoft Hungary Kft. volt.https://www.evosoft.hu/A Pódium létrejöttét az Onlife Kör tagjai támogatták. Lépj be te is a hazai menedzserek tudásközösségébe: https://onlife.academy/kor/ A mikrofonnál: Ungvári Péter, az Onlife társalapítója*** A Pódium elkészítéséhez használt források ***Rosabeth Moss Kanter, “Power Failure in Management Circuits,” Harvard Business Review 57 (July-August 1979): 65. o.https://www.metmuseum.org/art/collection/search/435908Jordan Peterson: Túl a renden – Újabb 12 szabály az élethez, függelék, 7-es lábjegyzetAbraham Zaleznik and Manfred F.R. Kets de Vries, Power and the Corporate Mind (Boston: Houghton Mifflin, 1975), 109Pfeffer, Jeffrey. Managing With Power (p. 18).Pfeffer, Jeffrey. Managing With Power (p. 23). Festmény: The Tower of Babel by Pieter Bruegel the Elder (1563)Greene, Robert. The 48 Laws of Power (p. 346). Penguin Publishing Group. Kindle Edition. Festmény: François Gérard - L'Histoire par l'image [1], digital version produced by Agence photographique de la Réunion des musées nationaux [2]Festmény: Edgar Degas: The Rehearsal Onstage (1874)Jeanne M. Brett, Stephen B. Goldberg, and William L. Ury, “Designing Systems for Resolving Disputes in Organizations,” American Psychologist 45 (1990): 162–170;**Bejátszók** (Trója, Trónok harca)

Introduction Welcome to Let's Talk Family Enterprise, a podcast that explores the ideas, concepts and models that best serve Family Enterprise Advisors in supporting their clients. All views, information and opinions expressed during this podcast are solely those of the individuals involved and do not necessarily represent those of Family Enterprise Canada.   Description Steve Legler speaks with Nicole Garton, FEA, about her recent book, Harnessing Conflict: How Family Businesses Can Survive and Thrive. They talk about the well-publicized Stronach and Rogers cases, and how and why FEAs can help their family clients get out in front of conflict while it is still manageable and use it to make their families even stronger as a result.   Guest bio Nicole Garton, B.A., LL.B, LL.M., C.Med, FEA, TEP, is a lawyer, mediator and parenting coordinator of family law, wills and estates matters. In her dispute resolution practice, Nicole focuses on the restructuring of families resulting from separation and divorce and wills and estate challenges. In her solicitor's practice, Nicole advises on all aspects of estate planning and administration, including the preparation of wills, powers of attorney, representation agreements and trusts, as well as applications for probate and letters of administration. You can find out more about Nicole Garton on the BC Heritage Law website and her LinkedIn.   Key Takeaways [0:26] Steve welcomes Nicole Gartner and asks her to share a little bit about her current research interest and the family that has been making the news rounds. [4:10] The Goldilocks spot of conflict management is real and can yield great benefits, Nicole shares how FEAs are an integral part of walking the line between destructive and productive conflict. [6:14] Nicole shares some constructive tips to help FEAs better help navigate the stages of conflict with the families they serve. [8:56] Getting family members to keep talking is key to making sure conflicts don't fester. Nicole talks about integrative and distributive conflict and shares some governance best practices. [12:28] Getting back to basics, Nicole shares one of the more important aspects of conflict negotiation as well as how to integrate game theory into your family advisory practice to reframe the idea of failure. [16:16] The three-circle model points us in the right direction; serving the whole family system is key. [17:02] Nicole shares her experience reading through the affidavits from the Stronach family trials. [21:26] Finding resolution often passes through the idea of finding a win for everyone, Nicole shares how this relates to the Rogers dispute. [25:27] Nicole shares an entertaining piece of the Rogers litigation. [27:44] Avoiding airing your laundry in public is about doing work upfront. FEAs need to learn to recognise when conflict is brewing and what experts to call in when they do. [30:31] Rogers mediation dispute fun fact! [31:47] Nicole shares her book recommendation as well as a piece of advice from an advisor to other advisors. [34:00] Steve thanks listeners for taking time to tune in, and invites them to subscribe!   Share your thoughts with us at fea@familyenterprise.ca   Mentioned in this episode The Let's Talk Family Enterprise podcast is brought to you by Family Enterprise Canada. Harnessing Conflict: How Family Businesses Can Survive and Thrive by Nicole Garton Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury and Bruce Patton The Infinite Game by Simon Sinek Four Thousand Weeks: Time Management for Mortals by Oliver Burkeman   More about Family Enterprise Canada Family Enterprise Canada (FEC) FEC on Facebook FEC on Twitter FEC on LinkedIn

Throughout the years, selling has developed a negative connotation, and there are even salespeople who don't admit that it's their job! Don't get me wrong; I love that I am a salesperson. I love that I get to connect others with the potential solution that I can offer them. So in this episode, I invited someone who will redefine what you think of sales: Bob Davis. I met Bob in one of the classes I attended, in which he was the trainer. I truly enjoyed the two days I spent in his class, and I must say, Bob has the best mix of learning, lecturing, and getting together in break-out rooms I've ever seen.  Bob started his career in sales selling capital equipment, consumables, and services. Now, he works as a senior consultant for Wilson Learning, in which he has been awarded the Wilson Learning “PaceSetter Award” for meeting established goals for 19 consecutive years. Bob is not only a sales expert, but he is also an authority in the field of Negotiating. Bob delivers national and global meeting presentations to groups as large as 600 people in the US, Canada, and Europe on the topic of sales and negotiation.  With his experience in sales, marketing, and technical support, Bob has helped clients achieve greater success through the delivery of a broad curriculum of communication offerings and consulting. He currently teaches three classes: Negotiating, Consultative Selling, and how to be a Versatile Salesperson, and if you want to attend any of these courses, you can find his details below.   Bottom line: Bob Davis is going to teach us how to negotiate.  Your roadside friend, as you travel from client to client.  -Trace    Timestamps:  We are all involved with selling [1:00] Introducing negotiating expert, Bob Davis [3:00] Understanding negotiation by redefining “Salesperson”  [7:40] Practicing role-playing [14:30] What to say when your client says “That price is too high” [19:30] Navigating sales by committee [26:00] Metrics to monitor  [30:30] 3 step process to follow in sales [33:00] Classes Bob Davis teaches [37:10] Lightning round questions [40:00] Thinking On Water With James [43:05]   Thinking On Water With James:  In this week's episode, we're thinking about how pressure and temperature affect the flux rate of water through a reverse osmosis membrane.  As the makeup water temperature increases, how does this impact how much water can get through an RO membrane? Does it increase or decrease or remain unchanged?  Similarly, how can an increasing RO feed pressure impact how much water gets through the membrane?  How do these two changing parameters impact the overall performance of the RO? How can they muddy the waters…so to speak…when trying to judge changes in RO performance to determine when it is time to clean the membranes?  How do they impact the rate of dissolved solids making it through the membrane?    Quotes: “My background in social services helped my career as a salesperson.” - Bob Davis “The key skill of negotiation is understanding why that price is giving that person angst.” - Bob Davis “The biggest mistake salespeople make is they too quickly start talking about their stuff.” - Bob Davis “I'm here to find out what's going on with you so we can decide together if what I have to offer is useful to you.”  - Bob Davis “Practice. Practice. Practice. That's how you get good at negotiating. That's how you get good at selling.” - Bob Davis “Focus the conversation on the customer and what value looks like from their perspective.”  - Bob Davis “Never ask “Are you the decision-maker?”. It is the worst question to ask to a room of people you are selling.” - Bob Davis “One of the biggest mistakes in sales is that sales people confuse a strong influencer with the decision-maker.” - Bob Davis “Dealing with people's issues. Explore issues. Presenting an offer that cannot be refused.” - Bob Davis “Stop telling people about your product, focus on why they want your product.”  - Bob Davis   Connect with  Bob Davis: Phone: (617) 319 5141 Email: bdavis@nuvue.com  Website: nuvue.com www.wilsonlearning.com LinkedIn: in/bobdavis   Links Mentioned: Wilson Learning NuVue SIEMENS The Rising Tide Mastermind Submit a Show Idea 237 Pinks and Blues: Cooling Towers, Part 1   Books Mentioned: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Getting Past No: Negotiating in Difficult Situations by William Ury You Can't Always Get What You Want: My Life with the Rolling Stones, the Grateful Dead and other wonderful Reprobates by Sam Cutler  

Aujourd'hui, j'ai le plaisir d'accueillir sur le podcast un expert en négociation et en leadership : Eduard Beltran.Conférencier, il a formé plus de 10 000 professionnels dans le monde entier, il a participé à des processus de négociation dans plus de 40 pays, dans des organismes de nations internationales, aussi bien dans le monde politique que professionnel, il a conseillé plus de 200 entreprises et groupes internationaux.Ses interventions ont pour but d'aider à construire une vision, à définir une stratégie et à choisir des tactiques de négociations adaptées pour son audience.Vous pourrez comprendre donc que dans cet épisode j'ai fait le choix d'organiser une espèce de masterclass géante sur le thème de la négociation : un thème qui me passionne et sur lequel je suis partie d'assez loin (mais je crois que j'ai pas mal progressé ! ) et je me suis dit qu'avec Eduard on allait tous pouvoir continuer à progresser ensemble sur ce thème ;)Il m'a aidé à battre en brèche un certain nombre d'idées reçues sur le thème de la négociation, notamment le fait qu'il faut beaucoup parler quand on négocie alors qu'il a la conviction qu'il vaut mieux écouter.Je vous conseille d'ailleurs d'écouter jusqu'au bout l'épisode, parce qu'à la fin dans mon fameux "crible", j'ai vraiment trouvé que les réponses d'Eduard étaient très inspirantes.J'espère que cet épisode vous plaira autant qu'il m'a plu.Notes et références de l'épisode :Pour retrouver Eduard Beltran :- Sur LinkedIn- Sur Instagram- Sur son site web ou bien en lui écrivant par mail à ebeltran@cefne.comLes livres et articles cités dans l'épisode :- l'article de Frances Frey "Begin with trust"- Getting to Yes: Negotiating Agreement Without Giving In de Roger Fisher, Bruce Patton et William L. Ury- les livres d'Eduard Beltran 1. Faites vous coacher par moi !DEMIAN, un concentré de 10 ans d'expérience d'entrepreneur. Les formations DEMIAN vous apportent des outils et méthodes concrètes pour développer votre projet professionnel. Il s'agit d'un concentré maximal de valeur et d'expérience pour qu'en quelques heures vous gagniez l'équivalent d'années de travail. Découvrez DEMIAN !2. La NewsLa News du vendredi est une mini newsletter pour vous nourrir en plus du podcast. C'est une newsletter très courte, à lire en 5mn top chrono de ce qui m'a marqué dans les dernières semaines : livres à lire, réflexions, applis à télécharger, citations, films ou documentaires à voir etc. Pour la recevoir, il n'y a qu'à s'abonner à la newsletter sur mon site !3. Des conseils concrets sur ma chaîne YouTubeEnvie de lancer votre propre podcast ? De bénéficier de conseils sur quel matériel utiliser ? Ma nouvelle chaîne YouTube est faite pour vous !4.Contactez-moi ! Si le podcast vous plaît, le meilleur moyen de me le dire, ou de me faire vos feed-backs (et ce qui m'aide le plus à le faire connaître) c'est simplement de laisser un avis 5 étoiles ou un commentaire sur l'application iTunes. Ça m'aide vraiment, alors n'hésitez pas :)Pour me poser des questions ou suivre mes tribulations c'est par ici :Sur Instagram @paulinelaigneauSur LinkedIn @pauline laigneauSur YouTube Pauline LaigneauSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, Mike and Kevin delve into 4 books that they recommend to the listeners for inspiration, practical tools and a bit of fun. The books discussed: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury and Bruce Patton Influence: The Psychology of Persuasion, Revised Edition by Robert B. Cialdini Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear Greenlights by Matthew McConaugheyCheck It's a Good Start Youtube channel for more episodes and discussion.

Welcome to Talent Equals! We are starting our new series with an amazing guest - Sheila Heen, Author of 2 New York Times best sellers "Thanks for the Feedback" and "Difficult Conversations". Sheila is a Lecturer on Law at Harvard Law School and has spent the last twenty years with the Harvard Negotiation Project, developing negotiation theory and practice.Receiving feedback is absolutely essential if we are to truly progress and develop in our careers. As a subject that is of particular interest to me, we focused our conversation on receiving feedback, why sometimes this is difficult and the different kinds of feedback which we can learn from. Subscribe to our YouTube channel and follow us on LinkedIn to keep up to date with all the Fintech and Insurtech news.William LaitinenYoutube: https://www.youtube.com/channel/UC4znfBsKevmb8u7v4WrCg0Q/featuredLinkedIn: https://www.linkedin.com/showcase/talent-equals/LinkedIn: https://www.linkedin.com/in/william-laitinen-93282/Website: https://www.exigeinternational.com/Sheila HeenLinkedIn: https://www.linkedin.com/in/sheila-heen-b8a59a6/Website: https://www.stoneandheen.com/Harvard: https://hls.harvard.edu/faculty/directory/10376/HeenSheila's Recommended ReadsGetting to Yes by Roger Fisher, William L. Ury and Bruce PattonWhere Did You Learn to Behave Like That? by Sarah Hill See acast.com/privacy for privacy and opt-out information.

Välillä itsekin hämmästyn, kuinka paljon erilaisia tapoja on harjoittaa asuntosijoittamista. Esa Kejosen tarinan myötä saadaan taas uusi asuntosijoittamisen tapa organisoitua Ostan Asuntoja Podcastin kuuntelijoiden sulateltavaksi. Vaikka mukana on kaikki asuntosijoittamisen kannattavuuden elementit, jotenkin editointiluurit päässäni tuntui siltä, että pääsin mukaan johonkin erikoiseen tarinaan. Mieleen tuli oman kotini täysremontti, jossa isälläni oli merkittävä panos. Pääsin tekemään remontin yhdessä isäni kanssa. Isäni ollessa vielä hyvässä kunnossa, iloitsin pääsääntöisesti omien käsieni jäljistä toki kiitollisena isälle kaikesta avusta. Nyt kun oma isäni valvoo tekemisiäni pilven reunalta, hänen asentamansa kattopellit ja nurkkalaudat, 45 m2:n terassi ja moni muu palanen muistuttaa ikuisesti yhteisistä remonttikuukausistamme. Myös kylpyhuoneen suihkun lattiasta puuttuvat kaadot muistuttavat joka päivä, miten ihmeessä pystyimme yhdessä sellaisen mokan tekemään. Tämän kaltainen arvokas lisämauste ei jää epäselväksi Esan tarinassa. Osassa 1 juttelemme koronaviruksesta, etätyöstä ja tarpeesta fyysiseen läsnäoloon. Tätä on asuntosijoittajankin syytä alkaa pohtimaan, miten asuntojen toiminnalliset tarpeet muuttuvat, vaikka korona olisi jo selätetty. Matkalla selviää myös, miten pesäpalloilija ja opettaja kiinnostui sijoittamisesta ja yrittämisestä. Osassa 2 juttu jatkuu perheen asuntosijoitusstrategiasta ja -kriteereistä ja mitä hyötyä niiden kiinnittämisestä on. Juttelemme, miten olla myyjälle tai pankille vakuuttava ja miten tehdä lemmikkiystävällisen vuokranantajan lemmikkikestävä remontti. Ja lopussa on aimo annos itsensä kehittämisestä kiinnostuneille sekä Esan soveltamia käytäntöjä että kirjoja ja muita tietolähteitä, joista asioita voi opiskella lisää. Esa on tällä hetkellä työtön muttei tekemätön. Jos korona on vienyt työpaikan tai johtanut lomautukseen, jaksosta voi saada inspiraatiota eteenpäin katsomiseen ja positiivisuuteen. Kiitos Ostan Asuntoja -sisällön mahdollistavalle sponsorille: Onko sinulla ollut pitkään asunto myymättä? Tai onko asuntoa vaikea saada vuokralle kovan kilpailun takia? Rentel tarjoaa virtuaalisisustuspalvelua, jonka avulla saat asunnon erottumaan muista kohteista. Rentel sisustaa asuntosi kuvat tyylikkääksi moderneilla huonekaluilla jolloin potentiaalinen ostaja tai vuokralainen pystyy helposti hahmottamaan mittasuhteet ja näkemään asunnon kotinaan. Alla esimerkki Rentelin virtuaalisisustamasta 70-luvun kerrostaloyksiöstä. Jos olisit itse etsimässä asuntoa kumpi herättäisi mielenkiintosi? Virtuaalisisustus nopeuttaa tutkitusti* myyntiä ja vuokraamista, erottaa kohteen muista asunnoista ja auttaa parhaassa tapauksessa saamaan korkeamman hinnan tai vuokran. Käy katsomassa esimerkkejä sisustuksista ja tilaa virtuaalisisustus osoitteesta rentel.fi/virtuaalisisustus Kiitos Ostan Asuntoja Podcast -sponsorille: Kiinnostaako sinua tarjota huolettomia uusia vuokrakoteja Suomen kasvukeskuksissa? Peab on pohjoismainen yhteiskuntarakentaja, joka suunnittelee ja rakentaa tutkitusti* parhaan asiakastyytyväisyyden uusia koteja. Asunnot sijaitsevat hyvillä paikoilla, ne suunnitellaan toimiviksi ja rakennetaan kunnolla täyttämään sijoitusasunnon omistajien tärkeimmät kriteerit. Huolettomuutta voi halutessaan lisätä ulkoistamalla vuokrauksen luotettavalle yhteistyökumppanille. Ainoastaan avainasiakkaat saavat tiedon asuntosijoittajille suunnatuista erikoistarjouksista. Käy liittymässä helposti osoitteessa peabkoti.fi/avainasiakas.  Lue Peabin sivuilta: Asuntosijoittaminen uudiskohteisiin Asiakaskokemusvideoita Peabin sivuilta, mukana myös asuntosijoittajia * Peab jo kolmatta neljättä kertaa peräkkäin ykkönen Lisätietoa mainituista lähteistä, podcastin vieraasta ja hänen ajatuksistaan: Mentaalipalloa nettisivut #rahapodi jakso 72 - 35-vuotiaana eläkkeelle feat. Harri "Nuuka" Riihimäki ja P.Ohatta BiggerPockets Podcast  Roger Fisher, William L. Ury, Bruce Patton - Getting to Yes: Negotiating Agreement Without Giving in; Adlibris Nidottu, Adlibris Pokkari, Audible * Chris Voss - Never Split the Difference; Adlibris Pokkari, Adlibris Sidottu, Audible * Lars-Johan Åge - Happy-happy; Adlibris Sidottu, Adlibris E-kirja Ostan Asuntoja Podcast #33 – Roni “asuminen on tunne” Porokara, osa 1 YouTube Premium #rahapodi jakso 214 Asuntosijoittaminen haltuun feat. Harri Huru YouTube, Nordnet Blogi / Podcast Matias “Profit & Fun” Savolainen Osa 1 – Ostan Asuntoja Podcast #100 Jari Sarasvuo Areena Audio Paulo Coelho - Alkemisti; Adlibris Sidottu, Adlibris Nidottu, Adlibris Pokkari * Paulo Coelho - Veronika päättää kuolla; Adlibris Sidottu * James Clear - Pura rutiinit atomeiksi; Adlibris Sidottu, Adlibris E-kirja, Adlibris Äänikirja * Charles Duhigg - Tapojen voima; Adlibris Nidottu, Adlibris E-kirja englanniksi, Audible englanniksi * Evernote Gary Keller, Jay Papasan – The Millionaire Real Estate Investor 2005; Adlibris Nidottu, Adlibris E-kirja, Audible * Robert Kiyosaki - Rich Dad, Poor Dad; Adlibris Nidottu, Adlibris E-kirja, Audible * Ray Dalio - Principles; Adlibris Sidottu, Audible * Jere Nurminen - Kiira; Adlibris Pokkari, Adlibris Äänikirja Markku Pennanen Vuokranantajat aluepäällikkö Pohjois-Karjala, Twitter Pia Helkiö “Olen Vuokranantaja ja ylpeä siitä” – Ostan Asuntoja Podcast #38 Michael Lewis - The Big Short; Adlibris Pokkari, Audible Esa Kejonen Opi, Vaurastu ja Opeta Blogi, LinkedIn, Twitter, Facebook, Instagram   Kiitos Ostan Asuntoja -sisällön mahdollistavalle sponsorille: Asuntosalkunrakentaja.fi on asuntosijoittajille tarkoitettu sivusto, jossa voit tankata tietoa asuntosijoittamisella vaurastumisesta sekä artikkeleista että ladattavasta E-kirjasta. Voit myös liittyä sisäpiiriin, jota kautta pääset käsiksi hyviin sijoitusasuntoihin alle markkinahintojen. Tutustu sivustoon Asuntosalkunrakentaja.fi Etukäteisvinkit uusista kohteista saa seuraamalla Asuntosalkunrakentajia Twitterissä tai Facebookissa. Asuntosalkunrakentaja.fi Blogista: "Miksi me myymme sijoitusasuntoja alle markkinahintojen?" Pekka “Asuntosalkunrakentaja” Väänänen osa 1 – Ostan Asuntoja Podcast #24 Tuoretta tai ikivihreää tavaraa Ostan Asuntoja -tuuteista: Asuntosijoittajan 4 peruskeinoa lamaan varautumiseksi – Blogi #227 Kassavirtapositiivinen arvonnousuodotuksella vai arvonnousupositiivinen kassavirtaodotuksella? – YouTube #139 Ostan Asuntoja YouTube -kanavan voi tilata tästä TUOREIMMAT KIRJASUOSITUKSET Paljon suurempi kirja kuin asuntosijoittajan niche-strategiaopas: Joonatan Voltti – Airbnb Ansaitse Asunnollasi – Blogi #226 The Richest Man…7 parannuskeinoa asuntosijoittajan silmin – Blogi #224 The 7 Habits of … tehokkaalle asuntosijoittajalle – Blogi #223 Asuntosijoittaja ja filosofia – Blogi #217 10 kirjaa asuntosijoittajalle in English – Blogi #210 Asuntosijoittajalle 6 kirjaa opiskeltavaksi, jotta on valmiina 6 kuukauden päästä – Blogi #198 Flatco on palvelu, jonka avulla hoidat toistuvat vuokranantajan rutiinit joustavasti ja tehokkaasti.

Välillä itsekin hämmästyn, kuinka paljon erilaisia tapoja on harjoittaa asuntosijoittamista. Esa Kejosen tarinan myötä saadaan taas uusi asuntosijoittamisen tapa organisoitua Ostan Asuntoja Podcastin kuuntelijoiden sulateltavaksi. Vaikka mukana on kaikki asuntosijoittamisen kannattavuuden elementit, jotenkin editointiluurit päässäni tuntui siltä, että pääsin mukaan johonkin erikoiseen tarinaan. Mieleen tuli oman kotini täysremontti, jossa isälläni oli merkittävä panos. Pääsin tekemään remontin yhdessä isäni kanssa. Isäni ollessa vielä hyvässä kunnossa, iloitsin pääsääntöisesti omien käsieni jäljistä toki kiitollisena isälle kaikesta avusta. Nyt kun oma isäni valvoo tekemisiäni pilven reunalta, hänen asentamansa kattopellit ja nurkkalaudat, 45 m2:n terassi ja moni muu palanen muistuttaa ikuisesti yhteisistä remonttikuukausistamme. Myös kylpyhuoneen suihkun lattiasta puuttuvat kaadot muistuttavat joka päivä, miten ihmeessä pystyimme yhdessä sellaisen mokan tekemään. Tämän kaltainen arvokas lisämauste ei jää epäselväksi Esan tarinassa. Aluksi juttelemme koronaviruksesta, etätyöstä ja tarpeesta fyysiseen läsnäoloon. Tätä on asuntosijoittajankin syytä alkaa pohtimaan, miten asuntojen toiminnalliset tarpeet muuttuvat, vaikka korona olisi jo selätetty. Matkalla selviää myös, miten pesäpalloilija ja opettaja kiinnostui sijoittamisesta ja yrittämisestä. Esa on tällä hetkellä työtön muttei tekemätön. Jos korona on vienyt työpaikan tai johtanut lomautukseen, jaksosta voi saada inspiraatiota eteenpäin katsomiseen ja positiivisuuteen. Flatco on palvelu, jonka avulla hoidat toistuvat vuokranantajan rutiinit joustavasti ja tehokkaasti. Kiitos Ostan Asuntoja Podcast -sponsorille: Kiinnostaako sinua tarjota huolettomia uusia vuokrakoteja Suomen kasvukeskuksissa? Peab on pohjoismainen yhteiskuntarakentaja, joka suunnittelee ja rakentaa tutkitusti* parhaan asiakastyytyväisyyden uusia koteja. Asunnot sijaitsevat hyvillä paikoilla, ne suunnitellaan toimiviksi ja rakennetaan kunnolla täyttämään sijoitusasunnon omistajien tärkeimmät kriteerit. Huolettomuutta voi halutessaan lisätä ulkoistamalla vuokrauksen luotettavalle yhteistyökumppanille. Ainoastaan avainasiakkaat saavat tiedon asuntosijoittajille suunnatuista erikoistarjouksista. Käy liittymässä helposti osoitteessa peabkoti.fi/avainasiakas.  Lue Peabin sivuilta: Asuntosijoittaminen uudiskohteisiin Asiakaskokemusvideoita Peabin sivuilta, mukana myös asuntosijoittajia * Peab jo kolmatta neljättä kertaa peräkkäin ykkönen Lisätietoa mainituista lähteistä, podcastin vieraasta ja hänen ajatuksistaan: Mentaalipalloa nettisivut #rahapodi jakso 72 - 35-vuotiaana eläkkeelle feat. Harri "Nuuka" Riihimäki ja P.Ohatta BiggerPockets Podcast  Roger Fisher, William L. Ury, Bruce Patton - Getting to Yes: Negotiating Agreement Without Giving in; Adlibris Nidottu, Adlibris Pokkari, Audible * Chris Voss - Never Split the Difference; Adlibris Pokkari, Adlibris Sidottu, Audible * Lars-Johan Åge - Happy-happy; Adlibris Sidottu, Adlibris E-kirja Esa Kejonenv Opi, Vaurastu ja Opeta Blogi, LinkedIn, Twitter, Facebook, Instagram Kiitos Ostan Asuntoja -sisällön mahdollistavalle sponsorille: Vuokraustoiminta on tärkeä osa asuntosijoittamista. Ajan tai taitojen puuttuessa sen voi ulkoistaa OVV:n ammattilaiselle oli kyseessä sitten yksittäinen vuokra-asunto tai suursijoittajan asuntosalkku. Mikäli haluat vain keskittyä nauttimaan sijoitusasuntosi tuotosta, OVV Kokonaispalvelu on sopiva vaihtoehto. Se on kaiken kattava ”avaimet käteen” -konsepti, jossa OVV hoitaa kaiken vuokrasuhteen alusta loppuun myöntäen vuokratakuun koko vuokrasuhteen ajalle. Jos vuokralainen ei maksaisi vuokraansa, paikallinen OVV:n toimisto maksaa sen. Mikäli haluat apua hyvän vuokralaisen löytämisessä mutta hoidat vuokrasuhteen hallinnan itse, OVV Vuokravälityspalvelu on oikea vaihtoehto. OVV palvelee ja neuvoo koko vuokrasuhteen ajan. OVV.com OVV Asuntopalvelut Instagram, Facebook Pirjo Timonen vuokravälitystä 2:lla vuosituhannella Osa 1 – Ostan Asuntoja Podcast #112 Tuoretta tai ikivihreää tavaraa Ostan Asuntoja -tuuteista: Ostan Asuntoja Podcastin voi tilata tästä Paljon suurempi kirja kuin asuntosijoittajan niche-strategiaopas: Joonatan Voltti – Airbnb Ansaitse Asunnollasi – Blogi #226 Miten tuoton ja riskin suhde toimii? Asuntosijoittajan makrovirheet osa 1 – YouTube #138 Ostan Asuntoja YouTube -kanavan voi tilata tästä TUOREIMMAT KIRJASUOSITUKSET The Richest Man…7 parannuskeinoa asuntosijoittajan silmin – Blogi #224 The 7 Habits of … tehokkaalle asuntosijoittajalle – Blogi #223 Asuntosijoittaja ja filosofia – Blogi #217 10 kirjaa asuntosijoittajalle in English – Blogi #210 Asuntosijoittajalle 6 kirjaa opiskeltavaksi, jotta on valmiina 6 kuukauden päästä – Blogi #198 Kaupallinen varoitus * Mikäli kiinnostut hankkimaan edellämainittuja tuotteita, voit ylläolevien kumppanilinkkien sijaan googlata tuotteiden nimet. Näin maksat tuotteista saman hinnan mutta pystyt varmistamaan sen, että Ostan Asuntoja -kanavat eivät saa pientäkään siivua hinnasta. Affiliate -linkkeihin liittyy aina vaara, että suosittelija ei oikeasti suosittele niitä hyvyyden perusteella vaan niihin liittyvän rahallisen korvauksen saadakseen. Kirjoihin liittyvät palkkiot voivat heitellä jopa 10 senttiä eri kirjojen välillä. Tämä linkki vie Suomea lähimmän Saksan Amazonin sivuille, jonka kielivalinnan voi muuttaa englanniksi ja jota kautta voi kokeilla Audiblea maksutta. Ensimmäinen äänikirja on ilmainen ja kokeilujakso kestää 1 kuukauden, jonka aikana seuraavat kirjat ovat kaikki 9,95 €.

Mit Verhandeln beginnen wir schon sehr früh und tun es ein Leben lang. Den eigenen Vorteil im Blick, wollen wir uns durchsetzen. Nicht selten setzen wir dabei die gute Stimmung, eine gute Geschäftsbeziehung oder gar eine wertvolle Freundschaft aufs Spiel. Im Podcast spricht Elisa Streuli darüber, wie es gelingen kann, so zu verhandeln, dass beide Parteien gewinnen können und nachhaltig zufrieden sind. Grundlage dafür ist das Harvard-Konzept von Roger Fisher und William L. Ury. Weiterführende Links https://www.penguinrandomhouse.com/books/324551/getting-to-yes-by-roger-fisher-and-william-ury/ https://www.zhaw.ch/de/ueber-uns/person/stus/ https://www.linkedin.com/in/elisa-streuli-23116573/ https://www.zhaw.ch/de/ueber-uns/person/gund/ https://www.linkedin.com/in/ellen-gundrum-b9a633142/

"Negotiation is a fact of life" and in their classic book ‘Getting to Yes’ the authors Roger Fisher and William L. Ury suggest that, despite its importance, many of us are still not that good at it!In this episode James and Samie talk about the difference between the way we traditionally negotiate, referred to as positional bargaining, and the approach proposed by the authors called ‘Principled Negotiation’. Through four key elements (1. Separating the people from the problem, 2. Focusing on interests not positions, 3. Looking for mutual advantage and 4. Using objective standards) there is the potential to achieve better outcomes, more efficiently and with improved or, at least, maintained relationships between the parties.

Listen to our podcast on the first P: Perception: https://harvardbsc.simplecast.com/episodes/episode-7-4p-leadership-framework-perception. Read Incognito: The Secret Lives of the Brain by David Eagelman: https://www.amazon.com/Incognito-Secret-Lives-David-Eagleman/dp/0307389928.Read Getting to Yes with Yourself: And Other Worthy Opponents by William L. Ury: https://www.amazon.com/Getting-Yes-Yourself-Worthy-Opponents-ebook/dp/B00OP1FIUM.Read Wiser by Cass R. Sunstein and Reid Hastie: https://www.amazon.com/Wiser-Getting-Beyond-Groupthink-Smarter/dp/1422122999.Read Collaborative Intelligence: Using Teams to Solve Hard Problems by J. Richard Hackman: https://www.amazon.com/Collaborative-Intelligence-Using-Teams-Problems/dp/1605099902.Learn more about Prof. Robert Wilkinson: https://www.hks.harvard.edu/faculty/robert-wilkinson

Hi und herzlich Willkommen beim PRM-Podcast „Besser verhandeln“ mein Name ist Andreas Schrader und Du erhältst bei diesem Podcast einen Einblick in die Rocket-Science, die sich hinter den Erfolgskonzepten der besten Verhandlungsführer verbirgt. Und wenn Du dann auch nur einen der unzähligen Tipps, die meine Interviewpartner und ich hier preisgeben mit in deine nächste Verhandlung einbaust, dann wirst Du, ähnlich wie es z.B. ausgewählte Mitarbeiter von Kinexon, SPONSORS, der Comline AG, Rapid Wien oder Ticketmaster bereits erfolgreich vorleben, hierdurch auch von mir profitieren.   Heute wird es etwas theoretischer als sonst, allerdings werde ich versuchen, selbst die Theorie so lebhaft wie möglich rüberzubringen. Also - bevor ich auf die Inhalte eingehe, bekommst Du noch ein paar Hintergrund-Informationen zum Harvard-Konzept: Die Methode entspringt aus dem Harvard Negotiation Project, und sie wurde gemeinsam vom amerikanischen Rechtswissenschaftler Roger Fisher und William L. Ury formuliert. Der Originaltitel lautet „Getting to Yes“ – Bruce Patton ist ein weiterer Name, der in diesem Zusammenhang nicht fehlen darf, er stieß jedoch erst etwas später dazu. Das Harvard-Konzept ist fester Bestandteil des Program on Negotiation der Harvard Law School und gleichzeitig ein, wenn nicht sogar der absolute Bestseller in diesem Bereich. Wir können es durchaus als „Die Bibel der Verhandlungsführung“ angesehen. Im Normalfall fehlt es in keiner wissenschaftlichen Arbeit oder in Vorlesungen zum Thema „Verhandlungstechniken“. Und ich bin mir sehr sicher, dass auch Du diese Methode schon kennst oder zumindest schon mal davon gehört hast. Was ist das Ziel? Viele verknüpfen Harvard automatisch mit Win-Win, denn das Ziel dieser Methode ist eine sachliche Lösung, die beiden Seiten den größtmöglichen Nutzen bringt. Wichtig ist zudem noch, dass die persönliche Beziehung mindestens gleichbleiben, wenn nicht sogar verbessert werden soll. Es geht demnach nicht um psychologische Tricks oder taktische Finessen, sondern um eine problembezogene Vorgehensweise.   Vereinfacht dargestellt, besteht das Harvard-Konzept aus 4 Elementen: Du betrachtest Menschen und Probleme voneinander getrennt Konzentrierst Dich auf Interessen, nicht auf Positionen Du schaffst verschiedene Optionen, die für beide Seiten gewinnbringend sind. Das Ergebnis beruht auf objektiven Kriterien Menschen und Probleme voneinander getrennt betrachten = besser passt wohl, zwischenmenschliches und Sachfragen voneinander trennen – das macht es in meinen Augen und Ohren leichter. In einer Verhandlung haben wir es mit anderen Menschen zu tun. Dabei sind Emotionen unvermeidbar. Blenden wir das Zwischenmenschliche aus und konzentrieren wir uns auf die Sachebene ist der, etwas überspitzt ausgedrückte Ansatz. Doch was ist mit den Emotionen? In den meisten Verhandlungen vermischen sich Sach- und persönliche Ebene. Das kennt jeder Unternehmer ebenso wie diejenigen, die für Ihre Sache „brennen“. Ob das auf Dich zutrifft, erkennst Du u.a. daran, dass Du beruflich bedingte Absagen oder Abneigung persönlich nimmst. „be soft on the people and hard on the problem.” heißt es im Original. Und damit das funktioniert, solltest Du versuchen den menschlichen Part bei deinem Gegenüber zu berücksichtigen. Versetze dich in seine Lage und empfinde seine Sichtweise nach. Dabei gibt es 2 Gefahrenquellen: Sichtweise nachvollziehen bedeutet nicht, diese zu akzeptieren Schließe nicht von deiner Sichtweise auf die deines Gegenübers Diese Vorgehensweise bedeutet nicht, dass Emotionen gänzlich ausgeblendet werden. Entscheidend ist, wie Du damit umgehst. Es wird dazu geraten, dem Gegenüber die Möglichkeit zum „Dampf ablassen“ zu geben und eigene Emotionen reflektiert zu besprechen, also zu erklären, weshalb Du wütend, enttäuscht oder was auch immer bist. Ich stelle immer wieder fest, dass für die „deutsch“ Denkenden „soft on the people / hard on the problem“ oft schwierig umzusetzen ist. Während meiner Zeit bei der NATO und in Paris, wo ich sehr direkt mit Amerikanern zusammengearbeitet habe, habe ich häufig festgestellt, dass diese Vorgehensweise in den meisten Verhandlungen für Amerikaner nahezu dem Standard entspricht – die beteiligten Europäer waren damit oft einfach nur überfordert und so waren auch die Treffen im Anschluss an die Verhandlungen oftmals sehr einseitig besucht. Mich überrascht es jedenfalls nicht, dass es in den Verhandlungen „knallt“  und man später am Abend gemeinsam beim Dinner sitzt oder gemeinsam an der Bar steht. Auch hier bietet sich wieder ein Vergleich zum Sport. Als ich noch häufiger und aktiv im Verein Fussball spielte, war es ähnlich. Auf dem Platz ging es oftmals richtig zur Sache, doch nach dem Spiel reichte man sich die Hand und meistens traf man sich danach an der Theke auf ein Bierchen wieder.     Das 2. Element lautet: Fokussiere dich auf Interessen, nicht auf Positionen. Betrachtest Du ausschließlich die Positionen, wirst Du sehr wahrscheinlich keine Win-Win Lösung erreichen. Um Missverständnisse zu vermeiden, definiere ich die beiden Begriffe: Positionen sind laut dem Harvard-Konzept bewusst getroffene Entscheidungen, die nicht verhandelbar sind. Interessen sind die Wünsche, Sorgen und oder Motive, die hinter den Interessen stehen. Interessen sind für den Erfolgreichen Win-Win Abschluss essentiell. Du sollst also herausfinden, worum es deinem Gegenüber tatsächlich geht, damit Ihr gemeinsam die beste Lösung für euch findet. Das klassische Beispiel dafür ist das Orangenbeispiel. 2 Kinder streiten um eine Orange, die Mutter greift ein und teilt die Orange in der Mitte. Klassischer Kompromiss, denn es wurde ja „gerecht geteilt“. Die Positionen sind jeweils = ich will die Orange. Die Interessen dahinter sind jedoch andere. Kind 1 braucht das Fruchtfleisch für Orangensaft, Kind 2 die Schale für einen Kuchen. Hätten die Kinder oder die Mutter sich auf die Interessen konzentriert, wäre eine echte Win-Win Situation herbeigeführt worden. So zumindest die Idee der optimalen Lösung. Sollten die Parteien unterschiedliche Interessen haben, so solltest Du deine Interessen zum Ausdruck bringen und gleichzeitig die Interessen der anderen Partei berücksichtigen. Wichtig ist dabei der Blick in die Zukunft – nicht das Problem in der Vergangenheit.   Das Schaffen verschiedener Optionen ist das 3. Element. Im Harvard-Konzept suchst Du vergeblich nach DER FIXEN LÖSUNGSIDEE für deine Verhandlung. Das ist in den Augen der Lehre ein Kardinalfehler. Das Konzept zielt vielmehr darauf ab, die Verhandlung als einen kreativen Prozess zu betrachten, in dem verschiedene Lösungswege gemeinsam mit dem Gegenüber erarbeitet werden. Du solltest also schon im Rahmen deiner Vorbereitung viele verschiedene Lösungswege ausarbeiten und entsprechende Optionen schaffen. Das ist ein sehr klarer und für mich verständlicher Punkt, deshalb werde ich darauf auch nicht näher eingehen.   Das Ergebnis muss auf objektiven Kriterien basieren. Es geht bei diesem Punkt darum, dass nicht der, nennen wir ihn mal, Stärkere, seinen Willen durchsetzt, sondern dass ein vernünftiger Deal objektive Kriterien erfüllt. Diese sollten nicht nur „willensunabhängig“ sein, sondern sich auch an geltendem Recht orientieren und praktisch durchführbar sein. Wikipedia drückt es wie folgt aus: „bestehen Sie auf objektiven Beurteilungskriterien (bspw. gesetzliche Regelungen, ethische Normen etc.), bei deren Einhaltung das Ziel eine Übereinkunft ist, die folgenden Anforderungen genügt: die guten Beziehungen der Parteien bleiben erhalten, beide Seiten nehmen mit, was sie brauchen – oder, wenn beide das Gleiche brauchen, teilen es fair (bspw. nach dem „Einer-teilt-einer-wählt“-Prinzip) –, und es wird zeiteffizient verhandelt (da nicht auf Positionen herumgeritten wird). Das Ergebnis muss demnach objektiv von beiden Seiten gegeneinander abgewogen sein und somit auch von beiden Seiten als neutral und fair akzeptiert werden.   Nun kennst Du die 4 Elemente, von denen die beiden ersten den eigentlichen Kern dieser Methode darstellen.   Es gibt noch 2 weitere wichtige Begrifflichkeiten, sowie einen Punkt, der mir wichtig ist. Zum einen wirst Du auf BATNA aufmerksam gemacht werden. BATNA steht für Best Alternative To Negotiated Agreement – frei übersetzt: Die beste Alternative für den Fall einer Nicht-Einigung. Oder Umgangssprachlich ausgedrückt – der Plan B. Das Harvard-Konzept nutzt BATNA zudem, um die eigene Machtposition zu stärken, denn Du kannst jederzeit während der Verhandlung „aussteigen“ und den Plan B wählen. So vermeidest Du theoretischen Schaden durch ein schlechtes Ergebnis. Ein weiterer Begriff, den ich als erwähnenswert ansehe, ist „Negotiation Jiu-Jitsu“. Dahinter verbirgt sich eine „Reaktion“ auf einen Angriff. Bildlich gesprochen machst Du bei einem Angriff einen Schritt zur Seite und leitest somit den Angriff an dir vorbei. In der Verhandlung gehst Du nicht direkt auf den Angriff ein – nein – Du fragst z.B. nach den Beweggründen hinter dieser Position, oder forderst deinen Gegenüber auf, seine Vorstellung nochmal kritisch zu hinterfragen, oder – je nach Situation auch eine wirkungsvolle Methode: Du schweigst. Und last but not least – was mir noch wichtig ist: ich werde häufig mit Win-Win Fragestellungen konfrontiert und habe dabei gemerkt, dass sehr viele Menschen dies mit einem Kompromiss gleichsetzen. Das ist in meinen Augen eine Fehlinterpretation! Ein Kompromiss ist für mich das klassische Treffen in der Mitte – also die Mitte zwischen 2 Positionen (oder auch – 2 hälften der Orange) WIN-WIN hingegen berücksichtigt die Interessen und Motive beider Parteien. Unter entsprechenden Umständen können diese in einer Verhandlung durchaus optimal befriedigt werden – das ist in meinen Augen WIN-WIN. Nun bin ich erstmal durch mit dem Harvard-Konzept. Du kennst also jetzt die 4 Elemente Menschen und Probleme voneinander getrennt Konzentration auf Interessen, nicht auf Positionen Lösungs-Optionen schaffen Objektive Ergebnis-Kriterien Sowie die Begrifflichkeiten BATNA & Negotiation-Jiu-Jitsu“ Und das war auch das Ziel dieser Episode. Ein weiteres Konzept, die Stärken und Schwächen der Konzepte, und was ich aus diesen Konzepten für meinen persönlichen Verhandlungsstil abgeleitet habe, das erfährst Du in den nächsten Episoden, des PRM-Podcast „Besser verhandeln“ Und nun bist Du wieder am zug: Bewerte diesen Podcast Schreib eine Rezension Verlinke dich mit mir auf LinkedIn, und sicher Dir mein kostenfreies ebook auf meiner Homepage. Und wenn Du dieses Thema vertiefen möchtest, dann empfehle ich dir an einem meiner „Erstklassig verhandeln“ Workshops teilzunehmen. Die neuen Termine sind gerade veröffentlicht.   Ich wünsche dir viel Erfolg bei deinen Verhandlungen! Besten Gruß & bis zum nächsten Mal!   Shownotes Audiobook „Negotiation Matchplan” Portfolio Homepage Instagram Xing Linked-In Facebook Twitter  

Get your copy of Kayla's audio book, The Laid Back Guide to Intermittent Fasting for FREE when you sign up for a 30 day trial of Audible. Stop being offended by people and things. What good does it do? None. None good. Resources mentioned in this episode:  Getting To Yes by Roger Fisher, William L. Ury and Bruce Patton 12 Rules For Life by Jordan Peterson LOTB Ep 12: Don't Complain. It Doesn't Do Any Good. This podcast is brought to you by: The Laid Back Guide to Intermittent Fasting by Kayla Cox Our Slow and Steady Success Academy The Slow and Steady Success Academy is an online school designed to help you achieve your goals by implementing sustainable lifestyle changes.  If you'd like to get access to every single course as it becomes available on this site, you can sign up for the Entire Course Collection Package.

Dan Neumann is excited to bring you another fantastic colleague of his on today’s show — Mike Cooper! Mike has an extensive background in negotiation and experience with restructuring bank deals, brokerages, negotiating property sales, and managing a bunch of sales folks. After a long and successful career leading software organizations, Mike now focuses entirely on technology consulting and is a Senior Cloud Technical Architect at AgileThought.   In this episode, Mike takes Dan through the foundational elements to ethical negotiating and gives his tips and techniques on how to generate positive, win/win outcomes. He explains what ethical negotiating is and how it is different from the regular, political negotiating, as well as general problems that may arise during ethical negotiation.   Key Takeaways What is ethical negotiating? Based upon the concept that if an organization is going to do a deal, it’s going to be a win/win deal or there’s going to be no deal at all Structured around mutual problem solving and long-term relationship building Meant to solve problems when there’s a conflict and often is fun and involves a lot of creativity Foundational elements to successful ethical negotiating: Start by focusing on the people; not the problem You want to work together; on the same side of the table with your “adversary” Slow down and spend time talking and understanding the people Remove the time pressure and think of things in the long-term Generate a lot of options (usually the first option is not the best) True collaboration leads to a win/win solution for the shared problem Reschedule and take personal time if you feel you are freezing under pressure Walk away from a deal where you’re not set up for a win/win Plan before your negotiation session, do your homework, and bring some options to the table initially Problems that can arise in negotiating: If you feel rushed you may skip generating a lot of options Freezing under pressure from conflict or time strains You can’t feel like a winner unless you’ve put your issues on the table, too You will get pushed around if you keep caving in negotiating (which also leads to a poor long-term relationship, too)   Mentioned in this Episode: Mike Cooper (LinkedIn)   Mike Cooper’s Book Picks Getting to Yes: Negotiating Agreement Without Giving In, by William L. Ury, Roger Fisher, and Bruce M. Patton The Laws of Human Nature, by Robert Greene   Want to Learn More or Get in Touch? Visit the website and catch up with all the episodes on AgileThought.com! Email your thoughts or suggestions to Podcast@AgileThought.com or Tweet @AgileThought using #AgileThoughtPodcast!

Rockwell Felder discusses the transition from the accounting world to the entrepreneurship world, why he loves studying history and a lesson learned from "The Bronx Tale". Enjoy! Show Notes: 5:05 - When did the idea for starting Squadcast come to be? 11:00 - Where did the name Squadcast come from? 16:01 - Getting through the down times as an entrepreneur. 19:12 - “There is no hiding in this game … “ 20:41 - “The most exciting and scariest thing I have ever done …” 27:04 - Failing the CPA exam and not giving up. 37:05 - “That game is not for me …” 41:31 - Napoleon Bonaparte 43:39 - “Stop thinking short term …” 44:36 - A quick discussion on “The Bronx Tale” 55:21 - “Keep believing in yourself …” How to reach Rockwell: Website | Twitter | Instagram Book Recommendations: “Getting To Yes” by Roger Fisher & William L. Ury “Exactly What To Say” by Phil M. Jones ”The 33 Strategies of War” by Robert Greene Podcast Mentions: David Goggins on Joe Rogan Show  

Brian Cottam is the Utah State Forester and Director of the Utah Division of Forestry, Fire, and State Lands. Brian is also responsible for wildfire management on state and private lands and oversees Utah State's sovereign lands. On the show, Brian shares what he is most proud of in his career, how young professionals can get ahead by taking an interest in soft skills, and how to best manage the complex ‘ego-system' at work.   Key Takeaways: [:55] A message from Leadership Nature. [1:35] A quick intro about Brian's background. [3:25] How did Brian become interested in forestry? [5:50] What were some of Brian's favorite jobs? [9:10] You can't be successful alone, you can only be successful through partnerships. [10:35] Unfortunately, not enough people have the correct understanding of what it truly means to collaborate with others. [13:45] What is unique about Utah's ecosystem and forests? [16:55] What kind of leadership positions has Brian had over the years? [21:15] Most foresters aren't trained to manage people, so it's important to bring your team with you on the leadership journey. [21:35] What is Brian most proud of? [26:15] Brian was not aware of how political you have to be at the state forester level when he first took on the position. [28:15] What does Brian wish he'd learned sooner about leadership? [34:40] Brian discusses what he loves about working with the younger generation. [38:00] What advice does Brian have for the young professionals out there? [46:30] What other lessons has Brian learned throughout the years?   Mentioned in This Episode: Ffsl.utah.gov Brian on LinkedIn Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William L. Ury, and Bruce Patton

Today, we speak with Ed Wimp. Ed Wimp is a Speaker, Author, Tour Manager, Artist Manager, and Musician from Orlando, Florida. After graduating college, Ed began transitioning into the business side of the music industry when he began working as part of the road management staff for R&B legends Earth Wind & Fire. From there, he was able to travel and tour with hip-hop icon A$AP Rocky. In the Fall of 2016, Ed released his debut book, Building Fans, Fame & Wealth: The 18 Revenue Streams of Music. The book shares real life stories from the music business, and encourages musicians to think outside of the box to develop several revenue streams. While staying involved in the fast moving music industry, Ed earned his Juris Doctor from the Florida A&M College of Law. He currently holds a Bachelor’s Degree in Business Administration from Monmouth College and a Master's Degree in Entertainment Business from Full Sail University. Ed is an avid golfer and takes the opportunity to play whenever his busy schedule allows.www.edwimp.com  Twitter: @edwimp  Resources and Recommendations: Books to read: Getting to yes: Negotiating Agreement without Going In by Roger Fisher and William L. Ury Think and Grow Rich by Napoleon Hill How to Win Friends and Influence by Dale Carnegie

Kwame Christian: Negotiate Anything Kwame Christian is a business lawyer and the Director of the American Negotiation Institute. His TEDx Talk, Finding Confidence in Conflict, was the most popular TED Talk on the topic of conflict of 2017. Today, he’s working extensively with procurement departments within companies to help them make better deals. Kwame hosts the top negotiation podcast, Negotiate Anything and is the author of the book Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life*. Questions Margaret asked about how to respond to people when they are asking for a pay raise. Kim asked about how to encourage an employee to leave the company. Vivian asked about how to handle a situation where an employee isn’t performing but who has a close relationship with a more senior leader. Roger asked what wisdom we’d give to leaders on handling tough negotiation situations. Resources Mentioned Download Kwame’s Free Guide Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life* by Kwame Christian Getting to Yes* by Roger Fisher and William L. Ury 306: Five Steps to Hold People Accountable with Jonathan Raymond  How to Win Friends and Influence People* by Dale Carnegie Activate Your Free Coaching for Leaders Membership Get immediate access to my free, 10-day audio course, 10 Ways to Empower the People You Lead. Give me 10 minutes a day for 10 days to get the most immediate, practical actions to become a better leader. Join at CoachingforLeaders.com. Related Episodes CFL91: How to Listen When Someone Is Venting CFL262: Negotiating As If Your Life Depended On It CFL263: How to Benefit From Conflict Next Episode Jon Lokhorst teaches us how technical leaders (CPAs and CFOs) can best leverage leadership. Thank You Thank you to Smeedaz in Australia for the kind review on iTunes. To leave a rating or review, visit http://coachingforleaders.com/itunes Submit your question for consideration on the next question and answer show the first Monday of every month at http://coachingforleaders.com/feedback

Kwame Christian: Negotiate Anything Kwame Christian is a business lawyer and the Director of the American Negotiation Institute. His TEDx Talk, Finding Confidence in Conflict, was the most popular TED Talk on the topic of conflict of 2017. Today, he’s working extensively with procurement departments within companies to help them make better deals. Kwame hosts the top negotiation podcast, Negotiate Anything and is the author of the book Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life*. Questions Margaret asked about how to respond to people when they are asking for a pay raise. Kim asked about how to encourage an employee to leave the company. Vivian asked about how to handle a situation where an employee isn’t performing but who has a close relationship with a more senior leader. Roger asked what wisdom we’d give to leaders on handling tough negotiation situations. Resources Mentioned Download Kwame’s Free Guide Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life* by Kwame Christian Getting to Yes* by Roger Fisher and William L. Ury 306: Five Steps to Hold People Accountable with Jonathan Raymond  How to Win Friends and Influence People* by Dale Carnegie Activate Your Free Coaching for Leaders Membership Get immediate access to my free, 10-day audio course, 10 Ways to Empower the People You Lead. Give me 10 minutes a day for 10 days to get the most immediate, practical actions to become a better leader. Join at CoachingforLeaders.com. Related Episodes CFL91: How to Listen When Someone Is Venting CFL262: Negotiating As If Your Life Depended On It CFL263: How to Benefit From Conflict Next Episode Jon Lokhorst teaches us how technical leaders (CPAs and CFOs) can best leverage leadership. Thank You Thank you to Smeedaz in Australia for the kind review on iTunes. To leave a rating or review, visit http://coachingforleaders.com/itunes Submit your question for consideration on the next question and answer show the first Monday of every month at http://coachingforleaders.com/feedback

In Episode 15, the Elizabeths address one of THE hot questions of our generation: to get an MBA or not to get an MBA? This week, we read and respond to “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William L. Ury. Still considered to be the classic text in negotiations, “Getting to Yes” offers a straightforward method for navigating personal and professional disputes…without completely losing your shit. And it’s OK if you’re not interested in the management thread, per se - this book is really just a guide to having difficult conversations. So to answer our initial question: why get an MBA when you can listen to our podcast for free?

The 14th Dalai Lama wisely said, ‘Peace is not simply the absence of war. It is not a passive state of being. We must wage peace, as vigilantly as we wage war.’ Our cultural bias suggests that peacemaking is somehow weak or submissive, when in fact, it takes a great deal more strength and confidence to listen and consider a point of view different from our own—especially in the legal profession. David Hoffman is the founder of Boston Law Collaborative where he serves as a mediator, arbitrator, and collaborative divorce attorney. David teaches several courses on dispute resolution at Harvard Law School, and he was named Boston’s 2016 Lawyer of the Year by Best Lawyers in America as well as US News & World Report. His practice is focused on resolving conflict in business, family, and employment suits, and David has served as mediator in more than two thousand cases. He is also the author of several books on conflict resolution, including Mediation: A Practical Guide for Mediators, Lawyers, and Other Professionals and Bringing Peace into the Room: How the Personal Qualities of the Mediator Impact the Process of Conflict Resolution. Today, David joins Katherine to discuss the idea of lawyer as peacemaker, explaining how lawyers are trained to argue and persuade rather than problem-solve. He addresses the toxic nature of the courtroom setting in resolving family conflict and his belief that litigation should be the last resort for divorcing couples. David walks us through the difference between ‘positions’ and ‘interests’ in interest-based models of dispute resolution, describing the value in defining the WHY behind your goals. Listen in for David’s insight on the strength and confidence required to open up and listen to the other side and learn how lawyers can achieve their highest and best use as peacemakers. Topics Covered How lawyers are trained to argue and persuade rather than problem-solve Why the courtroom is a toxic environment for resolving family conflict David’s insight around listening as an integral skill for attorneys David’s take on the lawyer as peacemaker’s role in protecting the client Determine goals (i.e.: co-parent successfully) Educate client about what is likely to happen in court David’s belief that court should be a last resort for divorcing families The highly unpredictable nature of the courtroom setting The fundamentals of interest-based models of dispute resolution ‘Interests’ defined as WHY behind position How Getting to Yes can help divorcing couples establish priorities How lawyers can support clients in sorting through the emotional component The strength and confidence required to open up and listen to the other side The idea of disagreeing without being disagreeable Connect with David Hoffman Boston Law Collaborative: https://blc.law/ Resources Lawyers as Peacemakers TED Talk: https://www.youtube.com/watch?v=JKXv1_Sqe_4 Bringing Peace into the Room: How the Personal Qualities of the Mediator Impact the Process of Conflict Resolution by Daniel Bowling and David Hoffman: https://www.mcle.org/product/catalog/code/2140163B01 Mediation: A Practical Guide for Mediators, Lawyers, and Other Professionals by David Hoffman Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury and Bruce Patton: https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757/ref=pd_lpo_sbs_14_t_0?_encoding=UTF8&psc=1&refRID=3PRW582C4C9CF8YTGES9 Connect with Katherine Miller The Center for Understanding Conflict: http://understandinginconflict.org/ Miller Law Group: https://westchesterfamilylaw.com/ Katherine on LinkedIn: linkedin.com/in/kemiller1 The New Yorker’s Guide to Collaborative Divorce by Katherine Miller: https://www.amazon.com/New-Yorkers-Guide-Collaborative-Divorce/dp/0692496246 Email: katherine@westchesterfamilylaw.com Call (914) 738-7765

Chris Voss: Never Split the Difference Chris Voss (web) (LinkedIn) is the Founder and CEO of the Black Swan Group and the author of Never Split The Difference: Negotiating As If Your Life Depended On It*. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. Key Points Compromise is a dirty word. Really smart people often have trouble being negotiators. Negotiation is not just a rational conversation, but brings in the emotion of both parties. A successful negotiation is one where the other party walks away respecting you after the interaction. Beware of anchoring high at the start of a conversation as it may exclude you from an even better outcome. Resources Mentioned Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss* The Dark Side of Emotional Intelligence by Adam Grant Program on Negotiation at Harvard Law School Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William L. Ury* Join the Weekly Leadership Guide Get each episode's show notes and Dave's handpicked resources for leadership in your inbox each Wednesday. Plus, get instant access to Dave's readers' guide listing the 10 leadership books that will help you get better results from others. Join at http://coachingforleaders.com/subscribe Related Episodes CFL143: Accepting Feedback With Sheila Heen of Difficult Conversations CFL238: How to Be a Non-Conformist, with Adam Grant CFL255: How Women Make Stronger, Smarter Choices Next Week Susan Gerke (web) returns to the show to teach us how to benefit from conflict.

Chris Voss: Never Split the Difference Chris Voss (web) (LinkedIn) is the Founder and CEO of the Black Swan Group and the author of Never Split The Difference: Negotiating As If Your Life Depended On It*. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. Key Points Compromise is a dirty word. Really smart people often have trouble being negotiators. Negotiation is not just a rational conversation, but brings in the emotion of both parties. A successful negotiation is one where the other party walks away respecting you after the interaction. Beware of anchoring high at the start of a conversation as it may exclude you from an even better outcome. Resources Mentioned Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss* The Dark Side of Emotional Intelligence by Adam Grant Program on Negotiation at Harvard Law School Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William L. Ury* Join the Weekly Leadership Guide Get each episode's show notes and Dave's handpicked resources for leadership in your inbox each Wednesday. Plus, get instant access to Dave's readers' guide listing the 10 leadership books that will help you get better results from others. Join at http://coachingforleaders.com/subscribe Related Episodes CFL143: Accepting Feedback With Sheila Heen of Difficult Conversations CFL238: How to Be a Non-Conformist, with Adam Grant CFL255: How Women Make Stronger, Smarter Choices Next Week Susan Gerke (web) returns to the show to teach us how to benefit from conflict.