Negotiating is a skill we all need at some point in our lives. Whether negotiating for a home purchase or deciding what you and your partner will eat for dinner, there’s one true end-goal when negotiating; finding unique solutions that feel like a “win” for everyone involved. On Episode 5 of The Relentless, Dr. Gurner talks with Andrew Brandt, a nationally-recognized accomplished sports executive, about the subject of negating and how to obtain those wins. Andrew has spent over 25 years of his career negotiating as an agent for professional athletes, so you could say that effective negotiating is one of his super powers.

Andrew believes the skill of negotiating can be taught for some and more innate for others. The fact remains, when negotiating, stakes and emotions are often high when multiple parties are trying to reach a solution. One way to prepare, Andrew says, is to go into negotiating with a plan. Try and listen to what the priorities are so you can handle the other party’s expectations of the outcome and the expectations of what you can deliver. When in the process of negotiating, you are developing a unique relationship with the other person. The uniqueness is, you both need something from each other, which can create tension. This tension can be worked through with patience, communication, and understanding.

Key Takeaways:

1. Listen and hear- What are the priorities? What are you hoping to gain? What is the other party hoping to gain? Active listening, throughout the negotiation process, will help both parties remain focused on reaching an agreement that works for all who are involved.
2. Exercise emotional control– While the conversation may be intense, exercising a level of emotional control will help keep the conversation goal oriented.
3. Focus- Focus is key in negotiating. When trying to reach an agreement with another party, there may be points throughout the process where things become challenging. Remain focused on the goal, and when you feel yourself wanting to walk away or become upset, refocus.

More from this episode

Whether you consider yourself an expert or a novice in negotiating, this episode is full of tactics to help you navigate through negotiating contracts for your clients, or in your day to day life. Catch more from Andrew Brandt on this episode of The Relentless.

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