The Secret Skills of Master Negotiators
Summary
John Richardson, MIT negotiation professor and co-author of *Never Settle*, joins the AOM Podcast to demystify negotiation as a daily skill for influencing decisions. Drawing from Roger Fisher’s principled approach and FBI hostage negotiator Chris Voss’s tactical methods, Richardson teaches listeners how to build reciprocity, manage emotional reactions, and uncover underlying interests. He provides actionable exercises, such as giving small favors and labeling emotions, to help men navigate conflicts with confidence and achieve better outcomes in both personal and professional relationships.
Topics discussed
Intro and Sponsor Messages
Introduction to Negotiation and John Richardson
John Richardson's Background and Path to Negotiation
Why People Fear Negotiation and the Role of Emotion
Roger Fisher's Principles and Integrative Negotiation
Chris Voss and Tactical Empathy Techniques
Reciprocity and the Power of Small Favors
Mirroring and Using Names to Build Connection
Managing Emotions and Labeling Feelings
Discovering Interests and Guessing Motivations
Distributive Negotiation and Using Standards
Anchoring and BATNA (Best Alternative)
Saying No, Being Nice, and Conclusion
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