The Secret Skills of Master Negotiators
Summary
Brett McKay interviews MIT professor John Richardson, co-author of *Never Settle*, who blends Roger Fisher’s interest-based negotiation with Chris Voss’s FBI tactics. They discuss mastering everyday influence by building reciprocity, using names effectively, and labeling emotions to stay rational. Richardson shares his journey from law school to academia and offers practical drills to help listeners navigate conflicts with confidence.
Topics discussed
Sponsors and introduction to negotiation
John Richardson's background and career path
Why people fear negotiation and the snowshoe story
Roger Fisher's philosophy and interest-based negotiation
Practical tactics: Reciprocity and giving sandwiches
Using names and mirroring to build connection
Managing emotions and labeling feelings
Discovering underlying interests and guessing wants
Salary negotiation and the power of first offers
Developing alternatives and the power of saying no
Conclusion and final sponsor messages
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