Billion Dollar Tech · 2023-03-24 · 59 min
"We're emotional beings that think, not thinking beings that feel," says Scott Walker, leadership coach, former Scotland Yard detective and one of the world's most experienced kidnap for ransom negotiators. Scott joins the podcast today to share what engaging in covert counterterrorism and kidnapping operations has taught him about communicating in life and in the corporate world. The process, Scott explains, is a matter of taking your emotions - as well as your ego - out of the equation. At the same time, you must be very aware of the other person's emotions, what they want and need including what Scott calls "the bunch of fives." Force, subjugation and domineering approaches rarely work if at all. Negotiation is very much about collaboration. It is far less about a set script of things to say and more about showing up and being curious about another person. For most people, talking about money is the most uncomfortable thing they do at work. When asking for a raise, focus on what you can do to provide value to your employer, on your long-term commitment. Negotiations should have a single clear message. Don't lose sight of the outcome.
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