After realizing that a negotiation podcast isn't complete without a renowned negotiation educator, I invited award-winning global educator and former Johnson & Johnson strategic negotiator Dr. Haniyeh Yousoufpour to join the 100-Sum Game Podcast live at her office in Downtown Toronto.

Dr. Haniyeh and I discussed her ABCD and 3A frameworks, influencing without authority, negotiation styles, finding your Maximum Impact Point (MIP), and many more strategic negotiation tips. This episode is packed with juicy and actionable content!

Particularly, we discussed...

(0:00) Dr. Haniyeh's background

(1:24) What made Dr. Haniyeh a negotiation expert?

(3:34) Dr. Haniyeh's unique approach: ABCD of negotiation

(6:30) Dealing with unexpected circumstances: Dr. Haniyeh's 3A methodology

(8:12) Dealing with the emotional impact of surprises

(10:10) Authentic Impact and discovering your Maximum Impact Point (MIP)

(12:48) Different negotiation styles and their use cases

(16:49) How to influence without authority

(19:22) Having a Plan B in negotiations

(20:49) Diffusing negativity without getting run over by your counterpart

(23:36) Managing your counterpart's escalating negativity

(25:00) One thing Dr. Haniyeh always avoids in negotiations

(25:30) Rephrasing to get to agreement

(26:57) The IKEA Effect on negotiations

(28:40) Dr. Haniyeh's first book and closing remarks