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How to Increase your Power and Value in a Negotiation: Greg Williams on PYP 526


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Master Negotiator Greg Williams returns to the podcast to talk about right and wrong ways to deal with power dynamics in negotiation.

I reached to Greg after reading an article he wrote about the role of “imposter syndrome” in the process and outcome of negotiations. While I totally agreed with Greg's advice about neutralizing one's own imposter syndrome, I was less comfortable with what I thought was his position on gaining an advantage when an “opponent” was showing signs of imposter syndrome.

So I wanted to talk with Greg about how to think about power in negotiation. When to wield it, when to amplify your “partner's” power to achieve a more equitable outcome, and when to ignore it.

We spoke about our tendencies and backgrounds. Greg shared that he grew up being bullied in a tough neighborhood, which inspired him to develop strategies to stand up to bullies in the world — including within negotiations, where they frequently act out in what they assume is a sanctioned space for those tactics.

And I spoke of my innate desire to be approved of — and how my meeting a bully in a negotiation could lead only to one outcome — one not favorable to my interests.

We also spoke about how negotiating seriously — and hard — can actually increase your value to your counterpart. While not all negotiators think “win-win,” it's possible for one person to have an outsized influence on the outcome without being a jerk or a bully.

If you ever have to negotiate — and as Greg points out, all of life is negotiation — this will be a valuable conversation.

Enjoy!

Links

Greg's website

Negotiating with a Bully: Take Charge and Turn the Tables on People Trying to Push You Around, by Greg Williams

Greg's first appearance on Plant Yourself

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