Negotiation Techniques for Any Business Situation with Chip Massey and Adele Gambardella
The Remarkable Leadership Podcast · The Kevin Eikenberry Group
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Show Notes
Are you looking to elevate your influence and persuasion skills? Adele Gambardella and Chip Massey join Kevin to discuss the art of persuasion and influence. They delve into the key components of effective convincing, including forensic listening, getting to the unstated narrative, targeted validation, and the convincing continuum. Adele and Chip emphasize the importance of understanding the other person's perception of truth, utilizing predictive statements, and incorporating fear, uncertainty, and doubt (FUD) to guide individuals down the convincing continuum.
Listen For00:00 Introduction 00:35 Guest Introduction 02:05 Journey to Writing the Book 05:09 Influence vs. Manipulation 08:12 Four Parts to Effective Convincing 10:28 Targeted Validation 16:28 Forensic Listening 20:28 Convincing Continuum 26:28 Convincing from Magicians, Con Artists, and Fortune Tellers 30:46 Recommended Books 32:46 Where to Find More Information 34:36 Conclusion and Action Steps
Meet Chip & AdeleTheir Story: Adele Gambardella and Chip Massey are the co-founders of The Convincing Company, a crisis communications and training firm, and co-authors of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation. Adele owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include the United Nations, Facebook, Johnson & Johnson, and President Biden. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur. Chip is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award.
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Book Recommendations- Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation by Adele Gambardella, Chip Massey
- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
- The Mamba Mentality: How I Play by Kobe Bryant
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