Why Not Ask? Negotiate for More
Whether you love negotiating or hate it, improving your negotiation skills will immediately make you much more successful in life and business. Many of us are afraid to ask for what we want. Some see negotiation as confrontation and run away from it. Others see it as confrontation and run toward it. We learn to negotiate based on trial and error but that doesn’t mean we are actually getting the most of our deals. Most often, we simply don’t have people teaching us how to negotiate better. Answer these questions for yourself. Have you ever felt taken advantage of in a negotiation? Have you ever been afraid to ask for what really you want? Have you ever had a business relationship fall apart and see no way of fixing it? Have you ever been lied to in a negotiation? If you are normal, you’ve answered “Yes” to most if not all of these questions. Welcome to In the Venn Zone, a podcast that shows you how negotiations could unfold and gives you insights into how you can take a different approach to your own negotiations. Join host Christine McKay every week as we explore the various aspects of negotiation. Christine will interview a broad range of people who will share their negotiation experiences, lessons, and provide insights on how to approach your deals more effectively. Guests will include C-Suite executives, small business owners, and solopreneurs. A common term among academics who teach negotiation is the zone of possible agreement, which we call the Venn Zone. Essentially the Venn Zone is the intersection of the wants and needs of all involved parties. It’s where we find common ground. In business and in life, having good negotiation skills is critical because it contributes significantly to the success and helps build better relationships. As a Global Negotiation Strategist and CEO of Venn Negotiation, Christine McKay helps small businesses negotiate even more effectively and profitably. By developing and delivering programs that help business professionals accelerate their negotiation skills. Christine frequently speaks on a broad range of negotiation-related topics and has developed many programs that help her clients negotiate even more effectively. She is also the author of “Why Not Ask? A Conversation about Getting More” and “Sign Here: Negotiation Strategies for the Real World.” Christine’s work includes negotiating various business-related agreements. She has negotiated for sales, procurement, and mergers, acquisitions, and divestitures. Christine has negotiated with almost half of the Fortune 500 in 53 countries. She also has advised and negotiated on behalf of hundreds of small and mid-size companies. Throughout her decades-long career, Christine has worked in many industries including software, manufacturing, oil and gas, telecommunications, and more. Born and raised in rural Montana, Christine started her adult life as an unwed mom living out of her 1972 Chrysler Newport. She had three daughters at age 22, was in a horrible marriage, and spent almost 10 years on welfare. Christine wanted a different life. So, she negotiated one. Ultimately, she earned her MBA from Harvard University. Christine became a seasoned negotiator and an international business professional. Christine is passionate about helping clients find common ground and resolve complex issues. She particularly loves leveling the playing field when clients are negotiating with a counterpart who has more power and leverage. Feel even more confident when negotiating. Build and maintain even more profitable long-term relationships. Join Christine McKay on In the Venn Zone and learn strategies and tactics for negotiating effectively. Negotiation is nothing more than a conversation about a relationship. Effective negotiations help you build better relationships, deliver quality solutions that satisfy all parties, and prevent future problems and conflicts. Get ready to successfully level the playing field only here on In the Venn Zone!
Episodes
We sometimes take things for granted because we just get so used to having them. Take listening for example. In the hearing world, we miss out on fully utilizing our senses, which could have taken us further in our careers and life. In this episode, Christine McKay is with a special guest who sheds light on the things we lose out on because we fail to really listen. She is with Tim Forrest, America’s Top Food Business Expert and Fo...
Negotiating life to make it more fulfilling and purposeful must be done in the most meaningful way possible. It should be a give-and-take process that does not trigger stress or negative emotions. Christine McKay chats with real estate mogul Chairidee Smith of Mommies Creating Economies about the art of negotiation. She explains how it must allow you to showcase your authentic self and lead to dialogue a...
If you're the leader of a team and your team is not performing well, don't blame the team; blame yourself. Every great sports team relies on their coach, and if the team has an offseason, they hire a new coach. Leadership is about taking accountability and checking in with yourself. You can't have productive work negotiations if there is no connection or relationship...
How do you ignite passion in your life? By focusing on what you want, not what you need. Christine McKay’s guest in this episode is Joseph Drolshagen, Professional Development Coach, Author, and Speaker. Joseph confides in Christine about his journey from working at a job he didn’t like to a career he always wanted to have. Join in the conversation a...
You can negotiate many things in life, but did you ever think about negotiating for your student loan? Most people don't, but that's not what Daphné Vanessa did. Daphne negotiated for her financial aid and was basically getting paid to go to school. Join host Christine McKay and guests Daphné Vanessa and her partner in crime, Sh...
Growing successfully is the top goal of many business owners. What do you need to do to reach this goal? We answer that question as Christine McKay interviews CEO and co-founder of Oneva Inc, Anita Darden Gardyne. Anita shares her experiences as a woman of color starting in the telecommunications...
Respect is the foundation of any form of communication, including negotiations. It should precede trust, yet it is hardly talked about when it comes to negotiations. Learn more about the culture of respect with today’s guest, Mike Domitrz, the founder of Center For Respect. Mike has worked with major corporations, schools, and universities on creating a culture of respect. In this conversation with Christine McKay, Mike i...
Knowing when to say ‘No’ does not limit you. Rather, it sets the bar where it benefits you the most. This is the kind of mentality you should carry when selling your business. Host Christine McKay is joined by Joyce Marter, licensed psychotherapist, author, founder of Urban Balance and Brand Ambassador for Refresh Mental Health. Joyce has successfully built and sold her business and came out the other end with invalu...
When people hear the word interrogation, it's usually associated with crimes or just accusations in general. But what if you can use interrogation skills used in investigations to also close a business deal? Michael Reddington is a Certified Forensic Interviewer and the President of InQuasive. He explains the techniques used in interrogations and how they can be utilized in business negotiations. Michael also details...
It’s not an easy road to build trust in client relationships in business. There are certainly different interests and perspectives of people, and we need to adjust accordingly. Join Christine McKay and Executive Vice President of Franklin Covey Scott Miller as they engage in a c...
Effective negotiation is harder than it looks. Sometimes you can be too close to your client and it looks weird and scary. Then there are times where you know too little about your client that it seems disrespectful. Knowing your boundaries during a negotiation can be difficult, which is why Brandon Fong is here to help you with that. Bra...
People like to say that “time is gold”, yet few seem to heed these words. If time really is gold, then maybe it’s time to put a stop to trading time for money. Christine McKay gets into a conversation with the founder and president of Enlightened Marketing, a business advisor and podcaster, Samantha Hartley. Samantha discusses why you need to transition from hourly payments to outcome-based payments, and the benefits of doing so. S...
Even hope can be negotiated. Meet Andre Norman. From illiteracy to gang activity, Andre’s childhood prepared him for nothing less than a life of crime and violence. This behavior eventually led him to be sentenced to over 100 years in prison. During his stay in solitary confinement, Andre had an epiphany to turn his life around. He wanted to get an education, so he took it step by step and after over 25 years of hard work an...
Many food entrepreneurs don't realize they're negotiating in the grocery aisles. This episode's guest is Tim Forrest, a consumer product marketing, branding, and distribution expert with over 30 years of remarkable success. Tim discusses with Christine McKay how small businesses need to place themselves in a position where they have more lever...
Everybody deserves a decent roof over their head, but sadly, it’s a far reality for some people. Tonja Boykin, the COO at Weingart Center, joins Christine McKay as she shares about solving homelessness, helping communities in need, and the negotiation process that took her there. Having gone to a...
Negotiation is key to a strong and thriving business, but not everything in life is up for haggling. To put yourself in a position where you can really provide value and serve, you must hone in on your non-negotiables first. Venture capitalist and business coach Bill Walsh is no stranger to this. The CEO and founder of Powerteam International and host to speaking events all over the world, Bill is passionate about helping entrepren...
Nowadays, not a lot of people are well aware of where their food comes from. And while we generally know they’re produced by farmers, there’s nothing else beyond that. Christine McKay talks to Bob Quinn, an organic farmer and president of Quinn Farm and Ranch and Kamut International, about the ripple effect of going against nature especially when it comes to farming and how we produce the food we eat. He touches on the importance o...
Can you imagine having a successful business by doing something you're passionate about? From his love for sneakers to making money and owning a business through sneakers consignment, Joamil Rodriguez, owner of LACED Boston, shares with Christine McKay how he got started and a bit of background on how everything went on, including some difficult...
Negotiation cannot be like a transaction between two people. You want the complete trust from that person during and after the negotiation. Even if that means acting silly or asking stupid questions just so you can start to build that relationship. Companies can get a little too serious and say, “If it ain't broke, don’t fix it.” However, there’s no harm in a little fun and experimentation. Com...
Successful entrepreneurs make entrepreneurship look easy but it’s almost never a straight line. Before you reach any measure of success, you may have to take a detour or three. Each time that happens, a negotiation ensues between your ears. How do you respond? Do you give up or do you pivot? Do you stagnate or do you innovate? Mitch Russo has had his share of detours before becoming the successful entrepreneur he is now. A powerhou...
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