Negotiation isn’t all about money (Christine McKay with Jason Barnard)

Christine Mckay talks with Jason Barnard about negotiation.

As a seasoned executive and negotiator with decades of experience, she reveals the elements we should consider to be effective at it. Turns out, negotiation is not about money, is about a conversation to find a common ground, just like in a relationship. Christine explains how we develop our default style of negotiation by the time we’re 7 and reveals the secret for not being bullied in a negotiation. In this podcast, you will also find out what are the 4 different styles of negotiators, how each style has its place in different contexts, and how you can make it work in your favor.

Organised by Kalicube in partnership with Wordlift

What You Will Learn

1:29 Christine’s Brand SERP and how much geolocation determines search results
4:21 Negotiation is not about money, is about how you ask
5:59 How much you could raise your price based solely on customer your relationship with the customer
6:55 Christine expands on how negotiation is nothing more than a conversation about a relationship
8:59 How we develop our default style of negotiation by the time we’re 7
13:09 The importance of asking effective questions in a negotiation and taking into consideration our counterpart’s needs
15:10 How you can determine a person’s preferred style of communication by looking at their LinkedIn profile
17:15 It’s good to be charming but transparency is key
18:40 Avoid being bullied in a negotiation
19:40 Is your counterpart trying to bully you? Here’s what that might mean
21:30 How much being strategic and thinking ahead helps in a negotiation
23:04 Could AI do better than a human in a negotiation? (Hint: we’re doomed)
25:51 Venn’s Negotiator Style Quiz and a quick guess on Jason’s style of communication
27:15 The 4 different styles of negotiators
29:58 Every style has its place and can be effective in different contexts
32:40 Back to the core concept: negotiation is a conversation about a relationship

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Jason Barnard has over 2 decades of experience in digital marketing.

He currently teaches Brand SERP optimisation to students at and writes regularly for leading marketing publications such as Search Engine Journal, SEMrush, OnCrawl, Searchmetrics as well as appearing regularly on digital marketing webinars and speaking at major conferences around the world such as BrightonSEO, PubCon, SMX London, YoastCon.