February 21, 2024

Corporate CPR Episode 109: How Weak Negotiation Skills Could Be Killing Your Company

On today’s episode we are talking about how your negotiation skills could make or break your company with Adele Gambardella and Chip Massey.

Adele Gambardella and Chip Massey are two accomplished professionals with diverse backgrounds and a shared mission. Adele, recognized as a prominent figure in the PR world, brings over 20 years of expertise, serving as a spokesperson for Fortune 100 companies and teaching at prestigious universities. Chip, a former FBI Special Agent, offers a wealth of experience in high-stakes criminal cases and negotiation techniques. Together, as co-founders of The Convincing Company, they bridge the worlds of PR and Crisis Negotiation, providing global consulting and training services to a wide range of clients, from tech startups to Fortune 500 giants.

Episode Highlights:

  • Forensic Listening: Utilize forensic listening techniques to uncover the unstated narratives and true beliefs of others. By understanding what people truly think and value, you can tailor your approach to effectively communicate and persuade.
  • The Convincing Continuum: Move individuals down the convincing continuum by starting with points of agreement, addressing fears and uncertainties, and providing just enough information to prompt further research and validation. Avoid overwhelming them with excessive facts and arguments.
  • Active Listening and Empathy: Practice active listening to de-escalate heightened emotions and understand the underlying concerns of others. Demonstrating empathy and valuing their opinions can build trust and facilitate productive dialogue.
  • Personalized Approach: Tailor your communication style and approach based on individual personalities and preferences. Recognize that different people may respond differently to persuasion tactics and adjust your strategy accordingly to achieve the desired outcome.
  • Focus on Collaboration: Emphasize collaboration and mutual benefit in negotiations and decision-making processes. Highlight how working together can lead to positive outcomes for all parties involved, fostering a sense of cooperation and alignment.
  • Timing is Key: Being aware of the timing and context of our interactions, including when someone is mentally prepared and receptive, can significantly impact the effectiveness of our communication.

Top Takeaways for the Audience:

  1. Remember who you’re trying to convince. Are they emotional? Are they more of a fact-based person?
  2. Listen intently so the person you are talking to feels you are connected to them and truly understand who they are.
  3. Try new things. Don’t get stuck in what you’ve always done as there are great opportunities in trying something new.
  4. Nobody will care what you have to say or what you believe until they feel you care about them. Then, you can cross chasms with the person because they feel you have their back.

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