The Art of Negotiation with Neil Orvay

Описание: In this episode, we speak with Neil Orvay, Founder of Evolution U. A Harvard Law-trained negotiation expert, Neil brings over 30 years of international business experience across Dubai, Hong Kong, Sydney, and London.

With a background in investment banking and as a certified Neuro Linguistic Programming (NLP) trainer, he has coached more than 5,000 executives across sectors, helping them build key skills in business psychology.

A must-listen for leaders and managers looking to strengthen their skills in:
Negotiation
Sales psychology
Perception management
Persuasion
Influence

Discover the BCCD and connect with 1100+ members in our community. Join us at an upcoming event: https://britishchamberdubai.com/events

00:00 Introduction
06:09 Is It true that every day, every scenario is a negotiation
09:48 The difference between negotiating at home and in business
12:15 How hierarchy and culture influence negotiations in Dubai and the Middle East
16:34 How to best position yourself in a business and ‘The Principle of Contrast’
21:54 Neil’s negotiation workshops and how he structures his training
24:20 The concept of negotiation power and why the biggest player at the table doesn’t always win
24:57 The barter: the best alternative to a negotiated agreement
25:40 Having a plan B and the ability to walk away
27:30 Neil’s biggest learning curves about business in Dubai vs other parts of the world
28:00 The importance of politeness and relationships in the Arab World
31:38 What can businesses do to elevate their negotiation power
34:00 The “Disease of Experience”
39:17 The value of humour in the negotiation process. The Zone of Potential Agreement (ZOPA) and how negotiators should use it
41:38 Finding the pain point
42:51 Neil’s Don’t Do That, Do This! advice to companies entering the UAE market