All Episodes

February 24, 2016 12 min
With Lawrence Susskind, Professor at MIT, Author of 20 books on negotiation skills and techniques including his latest, Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiations



Acknowledging that we all negotiate in many aspects of our daily lives— with our spouses, our friends, our children—Professor Susskind defines how to negotiate, as it applies to his  online course, as the proper interaction between investors and entrepreneurs, so that each party presents and protects their respective interests in a manner that leads to positive results all the way around.

As opposed to the “old school” way of selling, where the presenter or sales person goes into the room with a product or an idea and simply puts it on the table, Susskind teaches the value of advance preparation, the importance of building relationships, studying all the angles, and anticipating resistance, all important components of how to negotiate successfully.  He stresses the value of trust within these relationships. The venture capitalist, for instance, needs to keep connected to the inventor down the road, after the sale, in order to sustain and grow that business. Without trust between partners, there can be little chance of that happening.

Professor Susskind’s online entrepreneurial negotiation course teaches these skills by matching each student with a partner and putting them into an interactive situation where they go through all the steps of an actual negotiation. After that, they watch a video of Susskind in a kind of debriefing, where he confronts the same situation, utilizing all the points of his program and his philosophy. For example, if there is an adversarial point in the negotiations, he illustrates how to handle resistance and bring the negotiating back to neutral ground.

He concludes by saying that you don’t have to be the smartest person in the room to be a successful negotiator.  Instead,you need to be the best prepared, the best listener, and the most creative problem solver.
Share
Mark as Played

Facebook comments will no longer be available on iHeart

We're taking steps to simplify your experience. If you want to reach out to our hosts or stations, please do so via their website or social media. If you need any assistance please check out our help site.

Chat About The Steve Pomeranz Show

Advertise With Us

Popular Podcasts

Crime Junkie
Dr. Death

Dr. Death

We’re at our most vulnerable when we go to our doctors. We trust the person at the other end of that scalpel. We trust the hospital. We trust the system. Christopher Duntsch was a neurosurgeon who radiated confidence. He claimed he was the best in Dallas. If you had back pain, and had tried everything else, Dr. Duntsch could give you the spine surgery that would take your pain away. But soon his patients started to experience complications, and the system failed to protect them. Which begs the question: who - or what - is that system meant to protect? From Wondery, the network behind the hit podcast Dirty John, DR. DEATH is a story about a charming surgeon, 33 patients and a spineless system. Reported and hosted by Laura Beil.

The Daily

The Daily

This is what the news should sound like. The biggest stories of our time, told by the best journalists in the world. Hosted by Michael Barbaro. Twenty minutes a day, five days a week, ready by 6 a.m.

For You

    Music, radio and podcasts, all free. Listen online or download the iHeartRadio App.

    Connect

    © 2021 iHeartMedia, Inc.