In this episode, I speak with George van Houtem, a negotiation expert and author of multiple books, including The Dirty Tricks of Negotiation and The Psychology of Negotiation. In our conversation, we explore the art of negotiation, discussing practical techniques, their effects on people, and how to recognize and handle manipulative tactics (or “dirty tricks”) effectively.
George reveals why successful negotiation is not simply about compromise but about genuinely understanding the other party’s motivations, collaborating with them, and working towards deals that work for everyone. By listening to this episode, you’ll gain practical insights to enhance your own negotiation skills, so that you can work towards creating true win-win outcomes.
Thank you for listening.
EPISODE LINKS:
Buy The Dirty Tricks of Negotiating
Buy The Psychology of Negotiation
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SHOW LINKS:
GEORGE VAN HOUTEM LINKS:
OUTLINE:
00:00 Introduction
02:28 Why Should People Learn To Negotiate?
03:22 When is Something a Negotiation?
07:28 Techniques To Understand The Other Party
10:52 Common Misconceptions About Negotiation
13:26 Compromise vs. Collaboration
16:23 Navigating Conflict in Negotiations
19:05 Handling Stubborn Negotiators & Power Dynamics
23:42 Knowing When to Walk Away
25:32 When Does a Negotiation Actually Start?
29:30 How Can Silence Be Deployed?
32:13 Avoiding the Trap of Too Much Talking
36:04 Ethical Lines: Real Negotiation vs. Dirty Tricks
38:52 Recognizing Manipulation
40:12 Closing Thoughts & Outro
CONTACT LINKS:
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