Tony Anagor hosts "Empathy At The Table" Podcast where, in this episode 22, he interviews The Negotiation Club founder Philip Brown in this engaging podcast episode.  As the "King of Practice" in the realm of negotiation Philip brings a wealth of experience from his background in procurement and shares his innovative approach to mastering negotiation skills.

Podcast Host: Tony Anagor
Guest: Philip Brown

Philip explains that negotiation is an art combining personal skills, communication, and likability. His method emphasises the critical role of practice in honing these abilities.

He introduces the concept of using negotiation cards to simulate real negotiation scenarios, providing a practical and effective way to build and refine skills.

Negotiation as a Skill, Not Manipulation

Philip tackles the common perception of negotiation tactics as manipulative. He reframes them as essential skills that, when developed, can significantly improve negotiation outcomes.

He shares an impressive case study where he managed to reduce costs by 68% through strategic negotiation, underscoring the power of these skills.

Importance of Practice and Feedback

The podcast highlights the necessity of continuous practice and receiving feedback to develop negotiation skills. Having an observer or expert present during practice sessions can offer invaluable insights and accelerate learning.

Emotional Intelligence and Empathy:

Tony and Philip discuss the vital role of emotional intelligence and empathy in negotiations. Understanding and addressing the emotional aspects of negotiation can lead to more successful outcomes.

Preparation and Skills

While preparation is crucial for unique and high-stakes negotiations, Philip points out that the majority of negotiations don’t require extensive planning. Fundamental skills such as questioning, listening, and observation are crucial and should be practiced regularly.

Philip emphasises that for most negotiations, preparation isn't as important as the ability to engage effectively in the moment. "80% of our negotiations are never planned for," he notes.

Creating a Culture of Negotiation

The conversation touches on the importance of creating a company culture that prioritises negotiation skills. Providing a safe space for employees to practice and receive feedback fosters a well-run and cohesive organisation.

Notable Quotes:

"Negotiation is a combination of personal skills, listening, questioning, and observing."

"Let's get down and dirty and let's really just practise that single skill in our sessions."

"All we need is a difference of position in order to start a negotiation."

"You bought yourself the time to go and do your preparation and homework."

"For the vast majority of negotiations, there is no preparation."

Takeaways

• Negotiation skills are a blend of personal capabilities, effective communication, and likability.
  Practice is essential for developing negotiation skills, with negotiation cards offering a practical simulation tool.
• Viewing negotiation tactics as skills rather than manipulation can help achieve desired outcomes.
• Observers or experts can provide valuable feedback during negotiation practice.
• Effective negotiation can lead to significant cost savings, as demonstrated by Philip's case study.
• Basic negotiation skills like questioning, listening, and observation are crucial in all negotiations.
• Emotional intelligence and empathy are key components of successful negotiations.
• A company culture that supports negotiation practice and feedback can enhance organisational effectiveness.

Listen to the full podcast to gain deeper insights into Philip Brown’s unique approach to negotiation and how you can apply these principles to improve your negotiation outcomes.

Listen to the 'Empathy At The table'

Spotify: Episode 22 "Practice Makes Perfect with Phil Brown"

YouTube: Episode 22 "Practice Makes Perfect with Phil Brown"

Apple: Episode 22 "Practice Makes Perfect with Phil Brown"

Visit our website to find out more about The Negotiation Club or to register for a negotiation course. Embrace the power of negotiation and achieve your career goals with us!