A Martial Arts Black Belt on Overpaying for a Company and Other Negotiating Mistakes: Cash Nickerson
My guest for Episode #108 of the My Favorite Mistake podcast is Cash Nickerson. He's the chairman of the North American business unit of AKKA Technologies, a negotiation instructor, and a black belt in karate. He's a visiting professor at Washington University in St. Louis School of Law and has MBA and JD degrees.
Cash is the author of six books including his latest, a WSJ bestseller: Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange.
In today's episode, Cash shares his “favorite mistake” story about advising a company in a deal where they ended up overpaying for a major acquisition. Why did Cash see this mistake and then repeat it, before eventually learning the lesson?
We talk about that and other topics including:
- How and when did you take interest in the martial arts?
- How has that helped you in business and negotiating, more specifically??
- Why observing your opponent closely is so important in negotiating or in martial arts
- Things to look out for if you’re concerned about a rash decision, overcommitted?
- Behaviors: exaggerated terms, defensiveness or excitability argumentative, making distinctions, “strategic,” constant changes in fundamental assumptions, the use of power, “you don’t get it”
Find Cash on Social Media:
Scroll down to find:
- Watch the video
- How to subscribe
- Full transcript
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