Negotiation Lessons from a Kayak

The speaker shares insights on negotiation, using a kayak story to illustrate misconceptions. Negotiation is likened to steering relationships, not just about money. Key lessons include being curious, self-reflection, using silence, and turning adversaries into partners. These strategies foster better outcomes and relationships.

What did the speaker learn about negotiation from the kayaking experience?

• Negotiation is about winning.

• Negotiation is a contest of wills.

• Negotiation is about steering relationships.

• Negotiation is only about money.

According to the speaker, what is the first lesson about negotiation?

• Negotiation is about persuasion.

• Negotiation is a battle.

• Negotiation is about steering.

• Negotiation is about compromise.

What technique do curious people use to achieve better negotiation outcomes?

• Arguing their points.

• Asking open-ended questions.

• Avoiding questions.

• Making demands.

What is the most powerful first question in any negotiation?

• Where did you go?

• Did you have a good time?

• What do you want?

• Tell me all about your vacation.

What is the first part of every negotiation according to the speaker?

• Listening to the other party.

• Negotiating with oneself.

• Sitting down with someone else.

• Making a proposal.

What is the secret to great deals according to the speaker?

• Using silence.

• Being aggressive.

• Offering discounts.

• Talking more.

How long should the period of silence be in a negotiation?

• Five seconds.

• Three and a half seconds.

• Ten seconds.

• One second.

What is the speaker's negotiation motto?

• I avoid negotiations.

• I negotiate to win.

• I never request; I recruit.

• I always demand.

What should you do when your negotiation partner feels like an adversary?

• Argue with them.

• Ignore them.

• Avoid them.

• Make them your partner.

What is the ultimate goal of negotiation according to the speaker?

• Winning the argument.

• Avoiding conflict.

• Creating great deals and relationships.

• Getting the most money.