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Episode 151  |  24:59 min

How to Overcome Bias in Negotiation

Episode 151  |  24:59 min  |  08.24.2020

How to Overcome Bias in Negotiation

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This is a podcast episode titled, How to Overcome Bias in Negotiation. The summary for this episode is: <p>How do you overcome bias in a negotiation to get better results? How do you walk into a conversation <em>without</em> an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation. </p> <h2>Outline of This Episode</h2> <ul> <li>[1:35] Dan Lappin shares his background</li> <li>[3:18] The way we sell isn't the way people interact</li> <li>[5:43] How to remove your attachment to the outcomes</li> <li>[10:12] The most common biases to overcome</li> <li>[15:40] Change the intent behind your questions</li> <li>[19:00] Three mindsets you need to align with</li> <li>[20:53] Dan’s biggest piece of advice about negotiation</li> <li>[23:01] How to connect with Dan Lappin</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li><a href="https://www.lappin180.com/" target="_blank" rel= "noopener">Lappin 180</a></li> <li><a href="https://www.lappin180.com/breaking-sales-podcast" target="_blank" rel="noopener">The Breaking Sales podcast</a></li> </ul> <h2>Connect with Dan Lappin</h2> <ul> <li>Follow on <a href="https://twitter.com/lappin180" target= "_blank" rel="noopener">Twitter</a></li> <li>Connect on <a href="https://www.linkedin.com/in/lappin180/" target="_blank" rel="noopener">LinkedIn</a></li> <li>Follow on <a href="https://www.facebook.com/Lappin180/" target= "_blank" rel="noopener">Facebook</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p>

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation. 

Outline of This Episode

  • [1:35] Dan Lappin shares his background
  • [3:18] The way we sell isn't the way people interact
  • [5:43] How to remove your attachment to the outcomes
  • [10:12] The most common biases to overcome
  • [15:40] Change the intent behind your questions
  • [19:00] Three mindsets you need to align with
  • [20:53] Dan’s biggest piece of advice about negotiation
  • [23:01] How to connect with Dan Lappin

Resources & People Mentioned

Connect with Dan Lappin

Connect With Mark

Subscribe to Negotiations Ninja

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