{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/5a6121d8d1a9c2d8128140c9/5a6122a1c392708165a467db?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"EP 33: Authentic Negotiation - with Dr. Chris Meyer","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/5a6121d8d1a9c2d8128140c9/f26b7845a4712b59234b75508e9547fc.jpg?height=200","description":"Today’s show is a continuation of a conversation with Dr. Chris Meyer. He’s an Associate Professor of Management at Baylor University. Chris does research around negotiation. We talk about cultural considerations, being authentic, the joint gain mentality, and the negotiation gender gap.\n\nMore insights from Dr. Meyer:\n\nNeed to be an authentic negotiator to be good at it. People don’t trust people that don’t act like themselves.\nThere are cultural artifacts that we need to be aware of. Example: the Japanese and their long negotiation cycle. You can get around not being a culture expert if you’re authentic about it.\nPreparation is directly related to how confident a party is in a negotiation.\nPeople like giving as long as they win a little more.","author_name":"Chip Wilson, Randy Lane"}