The Power of TED: Transform Your Negotiations
Host: Philip Brown, Founder of The Negotiation Club
Guest: Fred Copestake, Sales Trainer and Founder of Brindis
"You will be amazed at the variety of negotiation questioning techniques in your negotiations, and they all take practice"
Episode Overview:
In this enlightening episode, Philip Brown engages in a thought-provoking conversation with Fred Copestake, a seasoned sales trainer and the founder of Brindis. Fred introduces a powerful questioning technique that negotiators can use to steer discussions and uncover deeper insights. This technique revolves around “thinking” questions, encapsulated in the acronym TED, which stands for “Tell me…”, “Explain…”, and “Describe…”. These questions are designed to encourage the other party to open up, providing richer, more detailed responses that can be crucial in negotiation settings.
Key Takeaways:
1. Understanding TED Questions:
- Tell me…: Use this prompt to invite the other party to share their perspective or story.
- Explain…: This encourages a deeper dive into the reasoning or rationale behind their statements.
- Describe…: This helps to paint a vivid picture and gain clarity on specifics.
2. Application in Negotiations:
- How TED questions can reveal underlying interests and motivations.
- Strategies for integrating these questions seamlessly into your negotiation dialogue.
- Real-world examples of how TED questions have led to successful negotiation outcomes.
3. Practice Makes Perfect:
- Listening to expert advice is valuable, but practicing these techniques is invaluable.
- Regular practice sessions help you internalise these skills, making them second nature in real negotiations.
Listening is NOT good enough... it take PRACTICE!
Listening to this podcast is a great start, but the true power of these techniques comes from practice. To hone your negotiation skills and effectively implement TED questions, join The Negotiation Club as a Club Member. Our regular practice sessions offer a unique opportunity to practice with others, receive feedback, and continuously improve.
By becoming a member, you can engage in monthly meetings where you can apply what you’ve learned, share experiences, and grow as a negotiator. Don’t miss out on this chance to transform your negotiation abilities from theoretical knowledge to practical expertise. Join The Negotiation Club today and take your skills to the next level!
Tune in now and start mastering the art of negotiation with the TED questioning technique.
Negotiation Podcast Card: "TED"
The goal of these podcasts is to provide the opportunity to practice and this is best achieved using Negotiation Cards.... welcome to the latest Negotiation Tactic Card "TED"