The Cranky Middle Manager Show #316 The Final Cranky Show and the Future of Work with John Blackwell
The Cranky Middle Manager Show #251 The One Minute Negotiator- George Lucas
Posted on 02. Sep, 2010 by Wayne in General, Podcast
Today Wayne Turmel talks to Dr. George Lucas about the role of negotiation in being a manager. Oh sure, you might not be a sales weasel, but if you need resources from another department, that’s a negotation. We also look at the Louisiana Purchase, quote Adam Smith and welcome The PDUcast as a sponsor.
Welcome George Lucas, co-author of The One Minute Negotiator to the show.
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How to Create and Manage Remote Teams September 24
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Show Notes
0:00 Welcome to the 251st edition of the show. Today we talk negotiating, which means that our show is dedicated to James Monroe and Robert Livingston, who negotiated the Louisiana Purchase. Trust me, your project team probably doesn’t have nearly as many hidden agendas or egos involved and they pulled it off, so you can too.
2:50 The quote of the week is from Adam Smith, who said that man is basically a bargaining animal. You don’t see dogs swapping bones do ya?
3:30 Welcome George Lucas, co-author of The One Minute Negotiator. We will define it as “the process through which two parties whose initial positions don’t match, work in an effort to reach an agreement. If you’ve ever tried to get extra time from your boss, you’re negotiating.
5:10 Many of us (okay, me) suffer from “Negotiaphobia”…we are terrified to engage in negotiation or just avoid it altogether. There is no one right way to do it. There are 4 styles of negotiation and you need to know how to use each properly: accommodation, avoidance, competition and collaboration. And don’t confuse collaboration with accommodation because you can bleed to death. You can’t accommodate someone who’s competing with you or you’ll be a doormat.
10:00 One of the biggest challenges for negotiaphobes is the concept of power and over/underestimating the balance of power between the parties. I use my landlord as an example.
14:06 You can negotiate with your boss if you know what is non-negotiable and where there’s wiggle room. Listen very carefully to their word choices, and be careful with your own.
17:00 Why are North Americans such lame negotiators? George blames the scanner at the super market. When in doubt, blame the technology I guess. I think this has a lot to do with power…and you can’t negotiate with someone who has no authority.
21:54 The acronym for the One Minute Negotiator is EASY Engage, Assess, Strategize, YOUR One Minute system.
22:55 Good tip: when someone says “of course there’s an extra fee…”. That’s a clue that it’s negotiable. They’re trying to run you over.
George’s Resources
I was interested to see how the comments made in this podcast could be related to hiring negotiations. I find the cultural differences in negotiation fascinating, and I wonder if these differences, plus the drastic underestimation of power by many potential job applicants results in “negotiaphobia” on their part.