Successful negotiation is a process not an event - CEO Andres Lares joins Chuck

Andres has an MSA and MBA from Ohio University and wrote a book called "Persuade: The Four Step Process to Influence People and Decisions"The most critical element in negotiation is thorough preparation, which not only provides information but builds confidence. Andres emphasizes that "nothing convinces like conviction" and proper preparation creates the confidence needed for effective negotiation.There's an important distinction between waiting to speak and truly listening.A fundamental principle is that "negotiation is a process, not an event" Andres references Albert Mehrabian's research showing that 93% of communication is non-verbal (tone and body language), with only 7% being the actual words spoken. The overarching philosophy, derived from Ron Shapiro's "Power of Nice" approach, is to "maximize your objectives while satisfying the other side". This win-win approach builds long-term reputation and relationships.  He recommends asking employees directly about their motivations and "love language" to better understand what drives them beyond just compensation.We help business leaders buy and sell great companies. Let me know how I can help you.Chuck [email protected]