The Negotiation Academy LLC

"𝐼 𝑎𝑙𝑤𝑎𝑦𝑠 𝑔𝑎𝑣𝑒 𝑡ℎ𝑒 𝑑𝑒𝑎𝑙 𝑡𝑜 𝑡ℎ𝑒 𝑝𝑒𝑟𝑠𝑜𝑛 𝑤ℎ𝑜 𝑚𝑎𝑑𝑒 𝑎𝑛 ℎ𝑜𝑛𝑒𝑠𝑡 𝑒𝑓𝑓𝑜𝑟𝑡 𝑡𝑜 𝑐𝑜𝑛𝑛𝑒𝑐𝑡 𝑤𝑖𝑡ℎ 𝑚𝑒 𝑎𝑠 𝑎 𝑝𝑒𝑟𝑠𝑜𝑛." Last week, Dr. Claudia Winkler trained the #sales team of a FANG group #techgiant in Singapore. And learned a whole lot about relationship building! In any negotiation, be it a dispute, a contract or a sale, 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐭𝐫𝐮𝐦𝐩𝐬 𝐭𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧. People want to say "𝑦𝑒𝑠" to people they like and that they feel care about them. The rest comes second. In this week's Negotiation Nugget, she shares her favourite ways to build relationships with people you just met and long-term. How do you nurture the relationships with people you negotiate with? Leave one idea in the comments to support others!

It was Muhammad Ali who said something along the lines of: "𝐼'𝑣𝑒 𝑛𝑒𝑣𝑒𝑟 𝑤𝑜𝑛 𝑎 𝑏𝑎𝑡𝑡𝑙𝑒 𝑖𝑛 𝑡ℎ𝑒 𝑟𝑖𝑛𝑔, 𝑎𝑙𝑤𝑎𝑦𝑠 𝑖𝑛 𝑡𝑟𝑎𝑖𝑛𝑖𝑛𝑔." In negotiation like in sports, most of your success is determined by what you do 𝐛𝐞𝐟𝐨𝐫𝐞 you even enter the ring, ahem, conference room. But unlike professional sports, most "professional negotiators" have no idea about the preparation game that's being played by the more successful people around them (and if they are really good, you will never know that they just got a much better deal than you ;)) Today's 𝑁𝑒𝑔𝑜𝑡𝑖𝑎𝑡𝑖𝑜𝑛 𝑁𝑢𝑔𝑔𝑒𝑡 dives into our 6-step preparation plan that puts you ahead in the game any time. We have also included the download to our The Negotiation Academy LLC prep sheet that we provide to our course participants. Share your best preparation insights in the comments, and happy reading! Yours, The Negotiation Academy

If you missed Young ICCA and HK45's sold-out Negotiation Workshop during ICCA 2024 Hong Kong, be sure to check out the video recap! The workshop was led by Dr. Claudia Winkler of The Negotiation Academy LLC and I could not recommend it more. Negotiation is an essential skill for any advocate. No matter how good your written and oral advocacy skills are, if you don't know how to negotiate, you are missing an essential skillset whether representing clients in the boardroom or the courtroom. After all, "clients don't have legal problems, they have problem problems."* Thanks in particular to Shirin Gurdova Rohit Bhat SAEMEE KIM Paul C. Kleist Jessica van der Kamp Dong Long Sui-Hang Hui and so many others who helped make this workshop possible. * Quote by Prof. David Wilkins (Harvard), made viral by Claudia Winkler ;) #YoungICCA #Negotiation

I like 👍 A 𝐬𝐞𝐧𝐬𝐞 𝐨𝐟 𝐢𝐧𝐭𝐢𝐦𝐚𝐜𝐲 is one of the most powerful sources of differentiation in business. People trust those with whom they are willing to discuss difficult agendas. Business can be very personal. One of the most common failures in building trust is a lack of intimacy. Poor marks for intimacy get characterized as 𝐜𝐨𝐥𝐝 𝐟𝐢𝐬𝐡, 𝐬𝐭𝐚𝐧𝐝𝐨𝐟𝐟𝐢𝐬𝐡, 𝐚𝐥𝐨𝐨𝐟, 𝐚𝐧𝐝 𝐬𝐨𝐦𝐞𝐭𝐢𝐦𝐞𝐬 𝐞𝐯𝐞𝐧 𝐚𝐫𝐫𝐨𝐠𝐚𝐧𝐭. Creating a sense of '𝐈 𝐜𝐚𝐧 𝐭𝐫𝐮𝐬𝐭 𝐡𝐞𝐫 𝐰𝐢𝐭𝐡...' is a strategic asset in building rapport. The result? Better relationships, smoother deals and information to actually do your job. 𝑯𝒐𝒘 𝒄𝒂𝒏 𝒘𝒆 𝒆𝒔𝒕𝒂𝒃𝒍𝒊𝒔𝒉 𝐦𝐨𝐫𝐞 𝐢𝐧𝐭𝐢𝐦𝐚𝐜𝐲 𝒅𝒖𝒓𝒊𝒏𝒈 𝒏𝒆𝒈𝒐𝒕𝒊𝒂𝒕𝒊𝒐𝒏𝒔? **𝑪𝒉𝒆𝒄𝒌 𝒚𝒐𝒖𝒓 𝒂𝒑𝒑𝒓𝒐𝒂𝒄𝒉** Look for similarities and likeable traits in the person you are talking to. Even if they're very different, dig deep. Think about their interests - how can you tailor your offer to their needs? **𝑪𝒐𝒏𝒏𝒆𝒄𝒕 𝒐𝒏 𝒂 𝒑𝒆𝒓𝒔𝒐𝒏𝒂𝒍 𝒍𝒆𝒗𝒆𝒍** Show genuine interest in the person, not just the transaction. Small talk helps set the tone. Keep it light. Laugh and make jokes to build a rapport that extends beyond the negotiation. **𝑹𝒆𝒂𝒅 𝒕𝒉𝒆𝒊𝒓 𝒇𝒆𝒆𝒍𝒊𝒏𝒈𝒔** Watch their reactions to your efforts. If they seem engaged and responsive, you're on the right track. If they seem distant or uninterested, adjust your approach. Drop a like 👍 if you find this useful #lawer #negotiation #hr

📽️🔔 Unique 1h+ Public Rewatching Opportunity from the Young ICCA #Negotiation Skills Training Workshop at ICCA 2024 Hong Kong! 150 people joined us for the 3-hour interactive workshop "𝐁𝐞𝐲𝐨𝐧𝐝 𝐁𝐚𝐫𝐠𝐚𝐢𝐧𝐢𝐧𝐠" on the Psychology of Negotiation where Dr. Claudia Winkler shared detailed insights and ran interactive simulations to show how to leverage psychology to their advantage in their negotiations. In this video, you can now rewatch the most important frameworks and inputs, including: ➡ Interest-based negotiation and its persuasive power; ➡ Game theory in win-win negotiation; ➡ Anchoring in competitive bargaining; and ➡ Framing and other unconscious biases. This recording is a unique 1h+ insight into the content of a full workshop that usually only runs behind closed doors. 🎬 Enjoy (and learn!) while it's there and please join usin thanking Young ICCA co-chairs Eva Chan, Shirin Gurdova and Rohit Bhat as well as SAEMEE KIM, Paul C. Kleist, Julio Rivera Ríos along with HKIAC, HK45 and so many others who were involved in the major work of bringing this event and the replay together! The video is available right now and for free on the #YoungICCA website (Link in comments). To your Negotiation results! Dr. Claudia Winkler and The Negotiation Academy

𝐖𝐡𝐚𝐭 𝐢𝐟 𝐈 𝐝𝐨𝐧'𝐭 𝐜𝐚𝐫𝐞? was the question in the seminar the other day. "𝐖𝐡𝐚𝐭 𝐢𝐟 𝐈 𝐝𝐨𝐧'𝐭 𝐜𝐚𝐫𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐢𝐧𝐭𝐞𝐫𝐞𝐬𝐭𝐬 𝐨𝐟 𝐦𝐲 𝐜𝐨𝐮𝐧𝐭𝐞𝐫𝐩𝐚𝐫𝐭?" asked a gentleman with a poker face, expecting us to change his mind. He clearly didn't care. And our trainer, Svitlana Kalitsun didn't begin to persuade him. Let´s sum up what the 𝐜𝐨𝐧𝐬𝐞𝐪𝐮𝐞𝐧𝐜𝐞𝐬 if you don't care: 🏃♀️ 𝐓𝐇𝐄𝐘 𝐰𝐢𝐥𝐥 𝐝𝐞𝐯𝐞𝐥𝐨𝐩 𝐚𝐧𝐨𝐭𝐡𝐞𝐫 𝐚𝐥𝐭𝐞𝐫𝐧𝐚𝐭𝐢𝐯𝐞 and find more cooperative suppliers, more communicative co-workers, or people who care 😎 🧛♂️ 𝐓𝐡𝐞 𝐫𝐞𝐬𝐮𝐥𝐭𝐢𝐧𝐠 𝐝𝐞𝐚𝐥 𝐦𝐚𝐲 𝐛𝐞 𝐡𝐢𝐠𝐡𝐥𝐲 𝐨𝐧𝐞-𝐬𝐢𝐝𝐞𝐝. This imbalance can cause resentment and possibly lead to the deal falling apart later. Why invest in a deal only to have to renegotiate it later? 💣 𝐈𝐬𝐨𝐥𝐚𝐭𝐢𝐨𝐧. If word gets around that someone is a tough guy, it's probably true. Not caring, using below-the-belt tactics or use of force may work for a while. But in the long run, those people won't come back, and they'll warn others. 𝐍𝐨𝐰, 𝐡𝐞𝐫𝐞 𝐢𝐬 𝐭𝐡𝐞 𝐦𝐢𝐥𝐥𝐢𝐨𝐧-𝐝𝐨𝐥𝐥𝐚𝐫 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧: 𝐖𝐡𝐲 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐞 𝐢𝐟 𝐲𝐨𝐮 𝐝𝐨𝐧'𝐭 𝐜𝐚𝐫𝐞? #negotiate #lawyer #personaldevelopment

Did you know Andrew Carnegie 'lost' $ 100Mio (or more?!) to something called the 𝑂𝑣𝑒𝑟𝑐𝑜𝑛𝑓𝑖𝑑𝑒𝑛𝑐𝑒 𝐸𝑓𝑓𝑒𝑐𝑡 ? And that, even if you find yourself suffering from imposture syndrome in your daily work, you too might be falling victim to this cognitive bias more often than you realize!? In this week's 𝑁𝑒𝑔𝑜𝑡𝑖𝑎𝑡𝑖𝑜𝑛 𝑁𝑢𝑔𝑔𝑒𝑡, Dr. Claudia Winkler discusses ▶ where the Overconfidence Effect strikes in your negotiations ▶ how it impacts your preparation and decision-making and ▶ what you can do to shield yourself from its adverse effects on your negotiation outcomes. Happy reading and to your negotiation success! The Negotiation Academy

Just in time for your flight to Singapore... If you haven’t tuned into our Maxwell En-Route podcast yet, now’s the perfect time to binge. We're halfway through Season 2, "The Art of Negotiation," featuring negotiation specialists like Dr. Claudia Winkler and George Lim SC with two more fantastic guests lined up just for you. If technology and AI is more your speed, Season 1 has you covered. Thanks to our 1,000+ viewers! 🙌 Click the link to our channel - https://lnkd.in/gBnzAhHB Maxwell Chambers

𝐀𝐫𝐞 𝐲𝐨𝐮 𝐚 𝐫𝐢𝐠𝐡𝐭𝐬-𝐟𝐨𝐜𝐮𝐬𝐞𝐝 𝐨𝐫 𝐚 𝐫𝐞𝐬𝐮𝐥𝐭𝐬-𝐟𝐨𝐜𝐮𝐬𝐞𝐝 𝐥𝐚𝐰𝐲𝐞𝐫? The distinction is not just semantics! Most of us have received a traditional legal training in a rights-based, competitive setting. And we might even get very good at it, winning cases and arguments. And yet, it often doesn't deliver 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞 𝐜𝐥𝐢𝐞𝐧𝐭 𝐧𝐞𝐞𝐝𝐬. Clients mostly don't benefit from rights-based, competitive lawyering. What they truly need is results-based, collaborative lawyers who ➡keep them out of court; ➡get them better deals; ➡get them back to business faster. Yet, to add value in today's hyper-competitive lawyering environment, we need to get really good at that! Watch the full interview with our Founder & CEO Dr. Claudia Winkler on the latest Maxwell Chambers Podcast to learn more about how to become a results-based advocate for your clients (link in comment). #negotiation #lawyering #valueadd

"𝐴𝑟𝑒 𝑙𝑎𝑤𝑦𝑒𝑟𝑠 𝑔𝑜𝑜𝑑 𝑛𝑒𝑔𝑜𝑡𝑖𝑎𝑡𝑜𝑟𝑠?" was the first question out of Jiun Ean Ban's mouth for the newest Podcast interview at Maxwell Chambers. WOW. Straight for the kill!! 😂 Needless to say, that killer start propelled the conversation with Negotiation Academy Founder Dr. Claudia Winkler right into a firework of interesting discussions. Tune into the newest Maxwell Chambers Podcast as they talk about: 📌 What tools lawyers can use to become more effective negotiators. 📌 How traditional legal training is doing us a disservice when it comes to actual client satisfaction. 📌How arguing and negotiation are fundamentally different skills, and how to learn them. What do you think? ARE lawyers good negotiators?