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Master Negotiation Secrets: Unlock Deals Like a Pro
What you missed on How2Exit This week
Ronald Skelton
December 17, 2024
E261: Want to Know How to Dominate Negotiations? Master Negotiation Secrets: Unlock Deals Like a Pro
About the Guest(s):
Derrick Chevalier is a seasoned negotiation expert and consultant with decades of experience in the field. He is the creator of the CNSUF method, which stands for Comprehensive Negotiating Strategies Universal Framework, an advanced and universally applicable negotiation framework. Derrick has an extensive background with the Karis organization, contributing significantly to negotiation theory and practice worldwide. He has also authored several books on negotiation, including Beyond Negotiating From Fear to Fearless, Beyond Negotiating Influence Rapport Results, and Evolve or Be Slaughtered: Negotiation for the 21st Century.
Episode Summary:
In this episode of the How2Exit podcast, host Ronald Skelton sits down with Derrick Chevalier, a distinguished negotiation expert, to explore the intricacies of negotiation strategies. Derrick delves into the CNSUF method, highlighting its significance as a comprehensive framework that advances negotiation theory. Ronald and Derrick explore the applicability of CNSUF across various levels of mergers and acquisitions, from small businesses to multimillion-dollar transactions, emphasizing the vital role of personal rapport and tactical empathy.
Derrick brings a fresh perspective by comparing CNSUF's adaptability and personalized approach, which allows for a deeper understanding of the dynamics and players involved in negotiations. Derrick's insights provide listeners with practical takeaways on building rapport, understanding cultural and institutional influences, and effectively navigating negotiations where emotions and logic intertwine.
Key Takeaways:
CNSUF (Comprehensive Negotiating Strategies Universal Framework) offers a universally applicable framework that adapts to different negotiation contexts and is rooted in historical and contemporary negotiation principles.
Building a rapport and understanding the psychological and socio-economic background of negotiating parties is crucial, especially in small and mid-tier business transactions.
Popular negotiation frameworks like "Never Split the Difference" have limitations, particularly in less transactional and more complex negotiations.
Active listening and effective communication are vital tools in achieving negotiation success and resolving potential conflicts efficiently.
Understanding the roles of knowledge, power, and influence in any organization or negotiation context can significantly enhance the outcome of a negotiation process.
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