Business
>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Connect with David Johnson on LinkedInMentioned in this episode: Beyond the Deal: Wage a 'Negotiation Campaign' by James Sebenius; Bargaining for Advantage by G. Richard ShellNegotiation isn’t the only skill you need to close your next consultation. Get access to our free consultation masterclass when you join our Facebook group A hallmark of a great attorney is the ability to negotiate effectively. But great negotiation skills are vital beyond just the courtroom. Being able to convince and persuade can help you get what you want in both business and life.So, if someone wanted to become a better negotiator, they would probably seek out books on the topic or learn from a master negotiator. But today’s guest makes the case that you can learn a lot about this valuable skill from an entirely unrelated field. David Johnson, attorney and Stanford professor, argues that design thinking can give us a leg up in negotiations in numerous ways. In fact, David designed and taught an entire course around how design impacts negotiation. Today, he’s sharing some key insights that will help you become more persuasive and improve negotiation outcomes - for both you and your clients. In this week’s podcast, David Johnson of Stanford Law School joins us to discuss how to use design thinking to achieve your negotiation goals.David shares how design can help us navigate the ambiguity that comes with making a deal and why design as a field is not as “soft” or “fuzzy” as some may think.There’s much more to learn in this episode about the art of persuasion, so tune in now!In this episode: 01:06 - The problem with the BATNA negotiation tactic 04:40 - How design thinking impacts negotiation 12:23 - How to navigate ambiguity 19:30 - Using the empathy map 24:00 - Inferring motivations during the negotiation28:35 - Tips for going up against a skilled negotiator34:00 - Inventorying what you want before the negotiation39:34 - Tactical tips for first-time negotiators About David Johnson:David Johnson is a lawyer, writer and professor. He teaches Advanced Negotiation at Stanford Law School, and Design Thinking at the Hasso Plattner Institute of Design at Stanford. Across the last 20 years he has also practiced law in Silicon Valley, primarily as General Counsel for tech companies and, most recently, a non-profit foundation.If you liked this episode, please don’t forget to subscribe, tune in, and share this podcast. See acast.com/privacy for privacy and opt-out information.