In today's fast-paced world, negotiation is a crucial skill-but it can be a significant source of stress. In this episode of Work in Progress, Joahanna Wickramaratne dives into the topic of negotiation success through behavioral insights with Max Reisner, who shares approaches for reducing stress in high-stakes conversations.
Max Reisner is an applied behavioral scientist and the founder of Decision Science. He offers masterclasses and courses that equip people with the tools to navigate negotiations with confidence, using science-backed techniques.
Throughout the episode, Max Reisner discusses how stress affects negotiation outcomes and decision-making. He explains how defining success goes beyond just securing a desired result and emphasises the importance of managing stress before, during, and after negotiations. Max shares practical techniques, such as mindfulness, to help negotiators stay calm, focused, and more likely to achieve successful outcomes even under pressure.
Connect with Max Reisner through the following links:
Website: www.decisionscience.com.au
LinkedIn: www.linkedin.com/in/max-reisner/
Produced by the Personal Productivity Science Labs, a division of LMSL, the Life Management Science Labs.
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Timestamps:
00:00 Start
01:10 Guest Intro - Max Reisner
03:13 Have you met Max Reisner?
08:46 Defining negotiation
10:26 Stress when negotiation
13:21 Define successful negotiation
17:09 What to do if we can't meet the agreement in negotiation
18:44 Apply behavior insight in the negotiation process
24:11 Challenges in negotiation to reduce stress
29:03 Key behaviors in negotiation awareness and anchoring
39:00 Hands-on technique to get a better outcome in a negotiation
48:03 Practices and habits
56:08 Open Mic