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Episode Info:

My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It’s not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships..

Dan Oblinger is a hostage negotiator, author, international keynote speaker, and fuel behind the Leadercraft brand of workshops and training. He graduated from the FBI National Crisis Negotiator Course in 2018 and teaches frequently on the topics of active listening, negotiations, ethics, leadership, culture, and crisis management. The stories he shares in this episode illustrate that the power behind successful negotiations is not in the words you use, but in the words you don’t use. Join us for this insightful and practical conversation.

Outline of This Episode
  • [3:06] A story about a woman who was ready to jump off a bridge
  • [6:02] The importance of doing pre-work before engaging in a negotiation
  • [8:43] What you need to say when beginning a negotiation
  • [11:24] What do you do when the person doesn’t want to engage with you?
  • [15:26] Listening becomes the superpower for most negotiations
  • [19:45] Why it doesn’t matter your position, first you need to understand by listening 
  • [22:13] The major role of practice in any skill, especially negotiations
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