EP 33: Authentic Negotiation - with Dr. Chris Meyer

Today’s show is a continuation of a conversation with Dr. Chris Meyer. He’s an Associate Professor of Management at Baylor University. Chris does research around negotiation. We talk about cultural considerations, being authentic, the joint gain mentality, and the negotiation gender gap.More insights from Dr. Meyer:Need to be an authentic negotiator to be good at it. People don’t trust people that don’t act like themselves.There are cultural artifacts that we need to be aware of. Example: the Japanese and their long negotiation cycle. You can get around not being a culture expert if you’re authentic about it.Preparation is directly related to how confident a party is in a negotiation.People like giving as long as they win a little more.

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