#29 - The Art of Negotiation: Lessons from Decades of Experience | George van Houtem

Jeffrey van Leeuwen Podcast

In this episode, I speak with George van Houtem, a negotiation expert and author of multiple books, including The Dirty Tricks of Negotiation and The Psychology of Negotiation. In our conversation, we explore the art of negotiation, discussing practical techniques, their effects on people, and how to recognize and handle manipulative tactics (or “dirty tricks”) effectively.

George reveals why successful negotiation is not simply about compromise but about genuinely understanding the other party’s motivations, collaborating with them, and working towards deals that work for everyone. By listening to this episode, you’ll gain practical insights to enhance your own negotiation skills, so that you can work towards creating true win-win outcomes.

Thank you for listening.

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Buy The Dirty Tricks of Negotiating

Buy The Psychology of Negotiation

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GEORGE VAN HOUTEM LINKS:

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OUTLINE:

00:00 Introduction

02:28 Why Should People Learn To Negotiate?

03:22 When is Something a Negotiation?

07:28 Techniques To Understand The Other Party

10:52 Common Misconceptions About Negotiation

13:26 Compromise vs. Collaboration

16:23 Navigating Conflict in Negotiations

19:05 Handling Stubborn Negotiators & Power Dynamics

23:42 Knowing When to Walk Away

25:32 When Does a Negotiation Actually Start?

29:30 How Can Silence Be Deployed?

32:13 Avoiding the Trap of Too Much Talking

36:04 Ethical Lines: Real Negotiation vs. Dirty Tricks

38:52 Recognizing Manipulation

40:12 Closing Thoughts & Outro

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